Our strategic business partners have a number of books which you may find useful.  We have features some of those below along with a brief introduction.  You can order any of these publications by simply clicking the publication which will link you directly to 

The New Strategic Selling

The initial release of Strategic Selling changed sales and marketing forever.  Rejecting manipulative tactics and emphasizing a customer focused "process," Strategic Selling presented the idea of selling as a joint venture with your customer or prospective customer and introduced the concept of Win-Win -- a concept that is now a universal business term for joint success.  This new edition of the business classic confronts the rapidly evolving world of business-to-business sales with new real-world examples, new strategies for confronting competition, and a special section featuring the most commonly asked questions from the Miller Heiman workshops.  Learn:

  • How to identify the four real decision makers in every corporate labyrint
  • How to prevent sabotage by an internal deal-killer
  • How to make a senior executive eager to see you
  • How to avoid closing business that you'll later regret
  • How to manage a territory to provide steady, not "boom and bust," revenue
  • How to avoid the single most common error when dealing with the competition

Strategic Selling provides you the process to identify what you know about a sales opportunity, what you don't know and what you need to know to close the business.

The New Conceptual Selling

Conceptual Selling turns conventional thinking on its head and offers powerful, practical lessons that break down the boundaries of traditional product-pitch selling.  Even in a world of cyber commerce, nothing beats a face-to-face meeting.  Conceptual Selling will change the way you interact with customers and clients, and the way you conduct your business career.  Learn:

  • How to identify your customer's real needs and use listening as a powerful selling tool
  • How to tailor every sale you make to one that is specific client needs -- and how to create a system that is consistent, flexible, and successful
  • How to earn and maintain your credibility -- by creating a pattern of Win-Win sales
  • How to identify your strengths and weaknesses -- and make the changes you need to make the sale.
Successful Large Account Management Process

Whether your company has $50,000, $500,000 or $500 million in sales, chances are that at least half of your revenues come from a few crucial accounts.  What does it take to keep them going strong?  LAMP is a hard-hitting, no-nonsense book of techniques to improve your most important business relationships.

The Long View:  Studying and really understanding your company -- and your customer's business -- can mean years of selling success.

"LAMP" Strategies:  Activate a Large Account Management Process team and a LAMP strategy to turn your best customers into permanent, "external assets."

Trends and Market Forces:  Constantly identifying and re-appraise the conditions that can make your services more crucial than ever to the success of your customers.

Channels of Communication:  The right contacts and communication lines will help you make key changes -- before it's too late!

Successful Global Account Management

While the concept of global account management (GAM) is not new, there are numerous differences between and the conventional management of overseas accounts.  So what are they?  How should we define GAM?  And how can companies ensure that their global accounts are managed successfully? 

These are just some of the many key issues addressed in Successful Global Account Management.  This book will provide any manager responsible for implementing a GAM program with a range of tools for success.  It will also show CEOs and senior management the strategic importance of GAM in relation to their organization's overall business objective.

Selling The Wheel

Jeff Cox displayed his remarkable gift for translating complex theories into entertaining stories as the coauthor of Zapp! and The Goal.  Now, in collaboration with sales and marketing guru Howard Stevens, CEO of The H. R. Chally Group, he tells a story in the style of an ancient parable to reveal vital lessons gleaned from decades of research on salespeople and customers -- lessons that will help you identify the right way to sell successfully. 

Selling the Wheel recounts the story of Max, the resourceful fellow who invented the Wheel and found himself faced with the challenge of convincing people to accept his breakthrough innovation.  In so doing, it demonstrates four essential selling styles, each requiring a distinctly different type of salesperson and selling approach.  As Chally's research clearly shows, no company can be all things to all customers: sales tactics and strategies must change as technologies and markets mature to reflect new values demanded by customers.  Written with humor and filled with practical insights, Selling the Wheel will be treasured by managers, salespeople, and entrepreneurs everywhere.

Getting To YES

Getting to YES offers a concise, step-by-step, proven strategy for coming to mutually acceptable agreements in every sort of conflict -- whether it involves parents and children, neighbors, bosses and employees, customers or corporations, tenants or diplomats.  Based on the work of the Harvard Negotiation Project, a group that deals continually with all levels of negotiation and conflict resolution from domestic to business to international, Getting to YES tells you how to:

  • Separate the people from the problem;
  • Focus on interests, not positions;
  • Work together to create options that will satisfy both parties; and
  • Negotiate successfully with people who are more powerful, refuse to play by the rules, or resort to "dirty tricks."