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Tables of Contents for The New Strategic Selling
Chapter/Section Title
Page #
Page Count
Foreword
ix
If It Ain't Broke: The "Why" Behind the New Strategic Selling
1
20
PART 1 / Strategic Selling
21
58
Chapter 1 / Successful Selling in a World of Constant Change
23
20
Chapter 2 / Strategy and Tactics Defined
43
9
Chapter 3 / Your Starting Point: Position
52
13
Chapter 4 / A Glance at the Strategy Blueprint: The Six Key Elements of Strategic Selling
65
14
Part 2 / Building on Bedrock: Laying the Foundation of Strategic Analysis
79
140
Chapter 5 / Key Element 1: Buying Influences
81
35
Chapter 6 / Key Element 2: Red Flags/Leverage from Strength
116
21
Chapter 7 / Buyer Level of Receptivity
137
5
Chapter 8 / Key Element 3: The Four Response Modes
142
30
Chapter 9 / The Importance of Winning
172
16
Chapter 10 / Key Element 4: Win-Results
188
31
Part 3 / Common Problems, Uncommon Solutions
219
94
Chapter 11 / Getting to the Economic Buying Influence: Strategies and Tactics
221
40
Chapter 12 / The Coach: Developing Your Prime Information Resource
261
24
Chapter 13 / What About the Competition?
285
28
Part 4 / Strategy and Territory: Focusing on Your Win-Win Customers
313
28
Chapter 14 / Key Element 5: Ideal Customer
315
7
Chapter 15 / Your Ideal Customer Profile: Demographics and Psychographics
322
19
Part 5 / Strategy and Territory: Managing Your Selling Time
341
42
Chapter 16 / Of Time, Territory, and Money
343
6
Chapter 17 / Key Element 6: The Sales Funnel
349
16
Chapter 18 / Priorities and Allocation: Working the Funnel
365
18
Part 6 / From Analysis to Action
383
28
Chapter 19 / Your Action Plan
385
14
Chapter 20 / Strategy When You Have No Time
399
9
Chapter 21 / Strategic Selling: A Lifetime Approach
408
3
After Twenty Years: Responding to Our Clients' Most Challenging Questions
411
14
Index
425
10
About Miller Heiman, Inc.
435
1
About the Authors
436