{"title":"Books by Stephen E Heiman","description":null,"products":[{"product_id":"9780749462918","title":"The New Conceptual Selling","description":"\u003cp\u003e\u003cb\u003eThe New Conceptual Selling\u003c\/b\u003e has turned conventional sales thinking on its head by offering powerful, practical lessons that break down the boundaries of traditional product pitch selling.\u003c\/p\u003e\u003cp\u003eBased on the world-renowned Miller Heiman sales training programme, which has been adopted by some of the world's top companies, it is a thoroughly validated systematic process that has been shown to produce immediate, significant and reliable sales increases. Through listening to the customer and identifying their 'concept', it will teach sales directors, managers and executives how to identify customers' real needs, tailor every sale to one specific client, and earn and maintain credibility.\u003c\/p\u003e","brand":"Gardners","offers":[{"title":"Default Title","offer_id":56297863479669,"sku":"9780749462918","price":34.99,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0612\/7193\/3106\/files\/9780749462918_39699bd2-a0e7-45fd-9a89-0e60f74b1699.jpg?v=1786015131"},{"product_id":"9780749462901","title":"The New Successful Large Account Management","description":"\u003cp\u003eWhatever a company's sales revenue, chances are that a majority comes from a few crucial accounts.\u003c\/p\u003e\u003cp\u003e\u003cb\u003e\u003ci\u003eThe New Successful Large Account Management\u003c\/i\u003e\u003c\/b\u003e, ideal for sales directors, managers and executives, shows businesses how to protect and develop those critical accounts they can't afford to lose.\u003c\/p\u003e\u003cp\u003eBased on the proven Miller Heiman Large Account Management Process, which is used successfully by some of the world's largest companies, it is crammed with examples of real success stories and proven strategies to keep customers coming back. By following the clearly defined and dynamic approach to the account planning process, readers will close more business and introduce winning sales systems into their organization.\u003c\/p\u003e","brand":"Gardners","offers":[{"title":"Default Title","offer_id":56298433872245,"sku":"9780749462901","price":34.99,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0612\/7193\/3106\/files\/9780749462901_c43f32b4-8795-442d-bab2-2a0cf783bcfc.jpg?v=1786015130"},{"product_id":"9780749462949","title":"The New Strategic Selling","description":"\u003cp\u003e\u003cb\u003eLearn from one of the bestselling books on sales ever published, which has cemented itself as the must-read for any sales or marketing professional, written by leaders at Miller Heiman - the global lead in sales and development. \u003c\/b\u003e\u003c\/p\u003e\u003cp\u003e\u003cb\u003e\u003ci\u003eStrategic Selling\u003c\/i\u003e\u003c\/b\u003e presented the idea of selling as a joint venture, introducing the influential concept of 'win-win' and making it one of the bestselling books on sales ever published. The response to 'win-win' was immediate and fundamentally changed sales and marketing with its rejection of manipulative tactics, in turn positioning Miller Heiman as a global leader with the most prestigious client list in the industry.\u003c\/p\u003e\u003cp\u003eNow, learn from the latest, third edition of this genuine business classic with \u003ci\u003e\u003cb\u003eThe New Strategic Selling \u003c\/b\u003e\u003c\/i\u003ewhich confronts the rapidly changing world of B2B sales including:\u003cbr\u003e- Real-world examples\u003cbr\u003e- Strategies for confronting the competition\u003cbr\u003e- New content on the most common challenges and questions from the Miller Heiman workshop\u003c\/p\u003e\u003cp\u003e\u003ci\u003e\u003cb\u003eThe New Strategic Selling\u003c\/b\u003e\u003c\/i\u003e remains essential reading for any sales directors, managers or executives in any type of company and industry.\u003c\/p\u003e","brand":"Gardners","offers":[{"title":"Default Title","offer_id":56299016159605,"sku":"9780749462949","price":34.99,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0612\/7193\/3106\/files\/9780749462949_c8e03981-529b-4180-a396-10c1455128bc.jpg?v=1786015132"}],"url":"https:\/\/backstory.london\/collections\/author-stephen-e-heiman.oembed","provider":"Backstory","version":"1.0","type":"link"}