The New Power Base Selling
Master The Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition
Published on 18. April 2012
256 pages
978-1-118-22862-3 (ISBN)
Description
An updated and revised version of the business classic PowerBase Selling
Power Base Selling, originally published in 1990, leftreaders with an understanding of and language for gaining politicaladvantage within accounts. Now famous among sellers, the concept ofaligning with powerful customer individuals or "Foxes" is taken toa new level. The New Power Base Selling offers an updatedand more in-depth edition of the original classic with anempirically based breakthrough to significantly increasing salesperformance. It explains how competitive selling is as much amatter of politics, customer value, and strategy as it is amanagement science.
Based on data from one of the most comprehensive sales surveysin the sales training industry, along with over 50,000 dealreviews, The New Power Base Selling will help salespeoplequickly outfox the competition, impress customers with unexpectedvalue, and achieve new levels of professional success.
* Create Demand, as well as competitively Service Demand
* Quickly leverage "Situational Power Bases" to drive up winrates
* Provide customers with value that advances their criticalbusiness initiatives
* Effectively use LinkedIn, Facebook, Twitter, and other socialtools in a sales campaign
* Increase customer satisfaction and competitivedifferentiation
See measurable gains and exceed quota when you leverage customerpolitics, value, and competitive strategy.
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Jim Holden | Ryan Kubacki
The New Power Base Selling
Master The Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition
Book
05/2012
Wiley
€26.50
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Persons
Jim Holden is the CEO and founder of the sales consulting andtraining firm Holden International; a global leader in sustainablesales performance improvement. Through its ability to applyunconventional thinking that enables companies to defeatcompetitors and develop accounts, while providing their customerswith unexpected value, Holden has improved the performance of over700,000 salespeople in 35 countries since its founding in 1979. Mr.Holden's previous books include Power Base Selling, WorldClass Selling, and The Selling Fox.
Ryan Kubacki (MBA, Harvard) is President of Holden Internationaland a recognized authority in making business development asustainable competitive advantage. Prior to joining Holden, Mr.Kubacki was with Microsoft Corporation, where he held sales andmarketing leadership roles in both the field and headquarters,including directing sales operations and field marketing for an18-state region with a $1.4 billion quota.
Content
Foreword Bill McDermott xvii
Acknowledgments xix
Part 1 Sales as a Management Science 1
Chapter 1 Seeing the Invisible 3
It is not the strongest of the species that survives, nor themost intelligent, but the one most responsive to change.
Chapter 2 The MBA of Selling 13
Learning is like rowing upstream; not to advance is to dropback.
Part 2 Politics 29
Chapter 3 Influence and Authority 31
The secret of my influence has always been that it remainedsecret.
Chapter 4 Foxes: The Heart of the Power Base 45
With foxes we must play the fox.
Chapter 5 Power Base Types and Implications 61
Sticks in a bundle are unbreakable.
Chapter 6 Fox Hunting and Power Base Mapping 73
Nothing has such power to broaden the mind as the ability toinvestigate systematically.
Chapter 7 Gaining Political Advantage 93
Recognition is the greatest motivator.
Part 3 Unexpected Value 113
Chapter 8 Moving Up the Sales Value Chain 115
Now my eyes are turned from the South to the North, and I wantto lead one more expedition. This will be the last . . . to theNorth Pole.
Chapter 9 Building Expressions of Customer Value 123
Make no little plans; they have no magic to stir men'sblood.
Chapter 10 Creating Demand to Displace Competitors139
A wise man will make more opportunities than he finds.
Part 4 Strategy 157
Chapter 11 Introduction to Compete Strategy 159
All men can see these tactics whereby I conquer, but what nonecan see is the strategy out of which victory is evolved.
Chapter 12 Competitive Differentiation 165
If you know the enemy and know yourself, your victory will notstand in doubt.
Chapter 13 The Direct Strategy: Traditional andNontraditional Application 179
The truly wise can perceive things before they have come topass.
Chapter 14 The Indirect Strategy: Changing the Ground Rules187
Appear where you are not expected.
Chapter 15 The Divisional Strategy: Peaceful Coexistence199
If the enemy's forces are united, separate them.
Chapter 16 The Containment Strategy: Transition Back toIndirect 207
Though the enemy be stronger in numbers, we may prevent him fromfighting.
Epilogue
Helping Others Elevate the Sales Profession 217
Lead me, follow me, or get out of my way.
Index 223
