Nnnmiller heiman lamp books

Using miller heiman groups gold sheet analysis and strategy, lamp teaches organizations how to build actionable account management plans that ensure. This hardhitting and nononsense book advises you how to best manage your most important business accounts. The onetoone selling system that builds a winwin buyerseller relationship. Miller heiman is a global leader in sales training and its prestigious bluechip client list is testimony to its success. Some sales books are great but only if management agrees to make the needed changes. Watch our video on large account management process lamp giving insights on how to best manage strategic accounts by bringing the. Large account management process miller heiman group. My professor at nyu told me to read the miller heiman series and im really glad i did. Audio book spencer johnson with larry wilson duration. They are also the authors of the other miller heiman bestsellers, the new strategic selling and the new conceptual selling. The large account management process also known as lamp helps sellers plan and manage strategic account relationships.

Miller heiman group and its research division cso insights released a new book today that provides companies with a blueprint for how to create a successful sales enablement discipline that reverses the trend of declining sales performance. Lamp begins with an analysis of the companys current position within actual accounts to identify discrepancies and develop a shared vision between the. Miller heiman large account management process lamp kapta. Although the book by miller and heiman that first introduced lamp was written in 1991, the concepts lay fantastic groundwork for key account management and other account management strategies today. The book that changed the way america does business in 1987 miller heiman. The new successful large account management now in its third edition, is thoroughly revised and updated and takes into consideration recent changes in the industry. It may be more than 25 years old, but that doesnt stop this method from working today in much the same way as it did in 1991 and before. New miller heiman group book provides blueprint for sales. No, the power of this book is that it lays out a structure for key account selling that can be implemented by an organization but more importantly by the sales person. Using miller heiman groups gold sheet analysis and strategy, lamp teaches organizations how to build actionable account management plans that ensure success for both sellers and their customers. Online shopping from a great selection at books store. Although the book by miller and heiman that first introduced lamp was written in 1991, the concepts lay fantastic groundwork for key account.