Strategic Selling
by Robert B. Miller and Stephen E. Heiman
The Miller Heiman original: buying influences (economic, user, technical, coach), red flags, win-results and the Blue Sheet for complex sales. Dated edition; the framework endures.
Read it if…
you want the roots of account strategy.
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Skip it if…
you want the current edition; see The New Strategic Selling.
Try instead: The New Strategic Selling →
Three things you will actually use
- Four buying influences in every complex sale.
- Find a coach inside.
- Red flags are where you lose.
Do this first
Identify all four buying influences in your biggest opportunity.
Our verdict
Account strategy's roots.
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