The New Power Base Selling: Master the Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition
- 3h 39m
- Jim Holden, Ryan Kubacki
- John Wiley & Sons (US)
- 2012
An updated and revised version of the business classic Power Base Selling
Power Base Selling, originally published in 1990, left readers with an understanding of and language for gaining political advantage within accounts. Now famous among sellers, the concept of aligning with powerful customer individuals or "Foxes" is taken to a new level. The New Power Base Selling offers an updated and more in-depth edition of the original classic with an empirically based breakthrough to significantly increasing sales performance. It explains how competitive selling is as much a matter of politics, customer value, and strategy as it is a management science.
Based on data from one of the most comprehensive sales surveys in the sales training industry, along with over 50,000 deal reviews, The New Power Base Selling will help salespeople quickly outfox the competition, impress customers with unexpected value, and achieve new levels of professional success.
- Create Demand, as well as competitively Service Demand
- Quickly leverage "Situational Power Bases" to drive up win rates
- Provide customers with value that advances their critical business initiatives
- Effectively use LinkedIn, Facebook, Twitter, and other social tools in a sales campaign
- Increase customer satisfaction and competitive differentiation
See measurable gains and exceed quota when you leverage customer politics, value, and competitive strategy.
About the Authors
Jim Holden is the CEO and founder of the sales consulting and training firm Holden International; a global leader in sustainable sales performance improvement. Through its ability to apply unconventional thinking that enables companies to defeat competitors and develop accounts, while providing their customers with unexpected value, Holden has improved the performance of over 700,000 salespeople in 35 countries since its founding in 1979. Mr. Holden's previous books include Power Base Selling, World Class Selling, and The Selling Fox.
Ryan Kubacki (MBA, Harvard) is President of Holden International and a recognized authority in making business development a sustainable competitive advantage. Prior to joining Holden, Mr. Kubacki was with Microsoft Corporation, where he held sales and marketing leadership roles in both the field and headquarters, including directing sales operations and field marketing for an 18-state region with a $1.4 billion quota.
In this Book
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Foreword
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Seeing the Invisible
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The MBA of Selling
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Influence and Authority
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Foxes—The Heart of the Power Base
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Power Base Types and Implications
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Fox Hunting and Power Base Mapping
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Gaining Political Advantage
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Moving up the Sales Value Chain
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Building Expressions of Customer Value
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Creating Demand to Displace Competitors
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Introduction to Compete Strategy
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Competitive Differentiation
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The Direct Strategy—Traditional and Nontraditional Application
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The Indirect Strategy—Changing the Ground Rules
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The Divisional Strategy—Peaceful Coexistence
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The Containment Strategy—Transition Back to Indirect
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Epilogue—Helping others Elevate the Sales Profession
