Entries by Tom Doescher

Strategic Selling: The Big Surprise About Motivating Your Business Developers

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I will definitely be providing some suggestions for motivating rather than demotivating your business developers in my blog series related to best practices for obtaining new customers/clients. For now, in my final post based on The New Strategic Selling, by Miller, Heiman, Tuleja and Marriott, I will provide another direct quote from the authors. In […]

Strategic Selling: Hucksters

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As I continue my series, here’s a quote from The New Strategic Selling, by Robert B. Miller, Stephen E. Heiman, Tad Tuleja and J.W. Marriott: “If you are to be successful in strategic selling, you’ll have to leave the old-time huckster philosophy where it belongs — in the past — and learn how to dig for a […]

Strategic Selling: Competitors

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I have commented on this subject before. In my May 13, 2013, post, “Talking Down About Competitors,” I recommended not bad-mouthing your competitors. Then, in my April 23, 2012, post, “Create Your Own Path,” I recommended the book Blue Ocean Strategy, by W. Chan Kim and Renee Mauborgne, and the concept of listening to your […]

Strategic Selling: Influencers

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Probably some of the best advice given in The New Strategic Selling, by Robert B. Miller, Stephen E. Heiman, Tad Tuleja and J.W. Marriott, is that they offer their readers a way to understand how companies buy products and services. The authors suggest there are four buying influences: Economic Buying Influence — Who at the customer/client […]

Strategic Selling: Ideal Customers

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Later this year, I plan to post a series of suggestions related to the best practices for obtaining new customers/clients. As part of the preparation for that series, I recently finished reading The New Strategic Selling, by Miller, Heiman, Tuleja and Marriott. I would recommend this book, especially if your job responsibilities include business development. […]

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