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The New Power Base Selling
Master The Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition
Jim Holden (Author), Ryan Kubacki (Author)
9781118206676, Wiley
Hardback, published 4 May 2012
256 pages
22.6 x 16 x 3 cm, 0.431 kg
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. See measurable gains and exceed quota when you leverage customer politics, value, and competitive strategy.
Foreword Bill McDermott xvii Acknowledgments xix Part 1 Sales as a Management Science 1 Chapter 1 Seeing the Invisible 3 Chapter 2 The MBA of Selling 13 Part 2 Politics 29 Chapter 3 Influence and Authority 31 Chapter 4 Foxes: The Heart of the Power Base 45 Chapter 5 Power Base Types and Implications 61 Chapter 6 Fox Hunting and Power Base Mapping 73 Chapter 7 Gaining Political Advantage 93 Part 3 Unexpected Value 113 Chapter 8 Moving Up the Sales Value Chain 115 Chapter 9 Building Expressions of Customer Value 123 Chapter 10 Creating Demand to Displace Competitors 139 Part 4 Strategy 157 Chapter 11 Introduction to Compete Strategy 159 Chapter 12 Competitive Differentiation 165 Chapter 13 The Direct Strategy: Traditional and Nontraditional Application 179 Chapter 14 The Indirect Strategy: Changing the Ground Rules 187 Chapter 15 The Divisional Strategy: Peaceful Coexistence 199 Chapter 16 The Containment Strategy: Transition Back to Indirect 207 Epilogue Helping Others Elevate the Sales Profession 217 Index 223
It is not the strongest of the species that survives, nor the most intelligent, but the one most responsive to change.
Learning is like rowing upstream; not to advance is to drop back.
The secret of my influence has always been that it remained secret.
With foxes we must play the fox.
Sticks in a bundle are unbreakable.
Nothing has such power to broaden the mind as the ability to investigate systematically.
Recognition is the greatest motivator.
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.
Make no little plans; they have no magic to stir men’s blood.
A wise man will make more opportunities than he finds.
All men can see these tactics whereby I conquer, but what none can see is the strategy out of which victory is evolved.
If you know the enemy and know yourself, your victory will not stand in doubt.
The truly wise can perceive things before they have come to pass.
Appear where you are not expected.
If the enemy’s forces are united, separate them.
Though the enemy be stronger in numbers, we may prevent him from fighting.
Lead me, follow me, or get out of my way.
Subject Areas: Business & management [KJ]
