Book Reviews

The New Strategic Selling

By: Robert B. Miller and Stephen E. Heiman

The New Strategic Selling

It is hard to imagine two authors who’ve had a greater impact on salespeople and the profession of sales. In this revised and updated version of their 1988 classic, Strategic Selling, they guide the reader through the maze of the complex sale. They discuss various buyer types, modes, interest and support and how to determine your ideal customer profile.

This book is a must read for any organization that is attempting to navigate the complex sale in the business-to-business market segment. The building blocks of Strategic Selling should be used by any sales leader who is developing, or improving her sales structure and processes. This is an excellent text, modeling structures that will better organize any sales department.

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