New Power Base Selling Master the Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition

ISBN-10: 1118206673

ISBN-13: 9781118206676

Edition: 2012

Authors: Jim Holden, Ryan Kubacki

List price: $16.99 Buy it from $7.26
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Power Base Selling, originally published in 1990, left the readers with an outline of Holden's now famous "Four Stages of Sales Proficiency," including "The Glass Ceiling Effect," which described sellers' difficulty in breaking through from "Stage II" to "Stage III" selling, which can be the difference between winning and losing deals. This book is a revised an retitled edition of Power Base Selling, and explains how competitive selling is as much a matter of politics as management science. The book will help salespeople sell more by:Finding People with InfluenceCreating Demand vs. Servicing Demand in Large Accounts:  Using political strategy to build a powerful account feedback loop.Advancing Personal AgendasSupport Base Mapping: how to overcome the common hurdles and mistakesFoxes: the heart of the Power BaseNew Situational Power Bases: The rise of procurement and buying committeesImplications of Social Media: how LinkedIn, Facebook, Twitter, etc. come into play.The book is based on data from one of the most comprehensive empirically based studies in the sales training industry, collected from 1998 – 2010 by Holden International, involving 28,000 B2B sellers in 35 countries.
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Book details

List price: $16.99
Copyright year: 2012
Publisher: John Wiley & Sons, Limited
Publication date: 5/4/2012
Binding: Hardcover
Pages: 234
Size: 6.25" wide x 9.50" long x 1.00" tall
Weight: 0.946
Language: English

JIM HOLDEN is the founder and CEO of Holden Corporation, an internationally recognized leader in sales and marketing effectiveness. The company has pioneered the first proven methodology to align sales and marketing in today#8242;s marketplace, working with major industries worldwide, including an impressive array of Fortune 1000 companies. Holden is the author of World Class Selling: The Crossroads of Customer, Sales, Marketing and Technology, also published by Wiley.

Sales as a Management Science
Seeing the Invisible
It is not the strongest of the species that survives, nor the most intelligent, but the one most responsive to change.
The MBA of Selling
Learning is like rowing upstream; not to advance is to drop back.
Influence and Authority
The secret of my influence has always been that it remained secret.
Foxes: The Heart of the Power Base
With foxes we must play the fox.
Power Base Types and Implications
Sticks in a bundle are unbreakable.
Fox Hunting and Power Base Mapping
Nothing has such power to broaden the mind as the ability to investigate systematically.
Gaining Political Advantage
Recognition is the greatest motivator.
Unexpected Value
Moving Up the Sales Value Chain
Now my eyes are turned from the South to the North, and I want to lead one more expedition. This will be the last … to the North Pole.
Building Expressions of Customer Value
Make no little plans; they have no magic to stir men's blood.
Creating Demand to Displace Competitors
A wise man will make more opportunities than he finds.
Introduction to Compete Strategy
All men can see these tactics whereby I conquer, but what none can see is the strategy out of which victory is evolved.
Competitive Differentiation
If you know the enemy and know yourself, your victory will not stand in doubt.
The Direct Strategy: Traditional and Nontraditional Application
The truly wise can perceive things before they have come to pass.
The Indirect Strategy: Changing the Ground Rules
Appear where you are not expected.
The Divisional Strategy: Peaceful Coexistence
If the enemy's forces are united, separate them.
The Containment Strategy: Transition Back to Indirect
Though the enemy be stronger in numbers, we may prevent him from fighting.
Epilogue: Helping Others Elevate the Sales Profession
Lead me, follow me, or get out of my way.
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