In 1985 one book changed sales and marketing forever. Rejecting manipulative tactics and emphasizing "process", Strategic Selling presented the idea of selling as a joint venture and introduced the decade s most influential concept, Win-Win. The response to Win-Win that created Strategic Selling , into a global leader in sales development with the most prestigious client list in the industry. The New Strategic Selling is the latest edition of the business classic and confronts the rapidly evolving world of business-to-business sales with new real-world examples, new strategices for confronting the competition and a special section featuring the most commonly asked questions from the Miller Heiman workshop. Learn how to identity the four real decision makers in every corporate labyrinth; prevent sabotage by a internal deal-killer; make a senior executive eager to see you; avoid deciding to close business and regretting it later; manage a territory to provide steady, not "boom and bust" revenue; avoid the single most common error when dealing with the competition.