• Skip to main content
  • Skip to footer

Top Sales World - inspiring the global sales community

  • Home
  • About
  • Contributors
  • Top Sales Books
    • Submit a Sales or Marketing Book 2025
    • Top Sales Books 2024
    • Top Sales Books 2023
  • JF Initiatives
    • Top Sales Articles
    • Top Sales Awards
    • Top Sales Futurists
    • Top Sales Leadership
    • Top Sales Magazine
    • Top Sales Library
  • Media Pack

Spotlight on Strategic Selling

Bob Apollo - 12 September 2019

In this, the second of my series of articles for the International Journal of Sales Transformation on today’s leading sales methodologies, I want to turn to another long-established approach – Strategic Selling® from the Miller Heiman Group.
Their Strategic Selling methodology is particularly effective in complex B2B sales environments with large decision-making groups and often lengthy and convoluted buying decision journeys. It helps sales people to break down complex situations into manageable components, and to focus on developing mutually beneficial relationships with their clients.
It would take more than a short article to do full justice to the methodology – so I’m going to selectively highlight a few of the concepts that have proven to be particularly useful over the years. Many of them – although they might have appeared to be revolutionary when first introduced – have become now recognised as mainstream thinking…
Ideal Customer Profile
Strategic Selling was

Footer

Follow Us

  • LinkedIn
  • Twitter

Our Partners

Sandler
Assessments 24x7
Integrity Solutions
Kristie K. Jones
Kurlan & Assocs
Membrain
Mereo
Women SalesPro
Privacy & Cookies: This site uses cookies. By continuing to use this website, you agree to their use.
To find out more, including how to control cookies, see here: Cookie Policy

© Copyright 2010 - 2025 topsalesworld.com · All Rights Reserved · Contact· Privacy Policy · A JF Initiative