Présentation de l'éditeur
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.
Quatrième de couverture
Praise for The New Power Base Selling
"Power Base Selling has been the most pragmatic and effective guide in my professional services career. Jim and Ryan′s new concept of Unexpected Value is fundamental to differentiating your product and defending your margins." Patrick Nicolet, CEO, Infrastructure Services, Member of the Group Executive Committee, Capgemini
"Holden and Kubacki have elevated sales to a scientific process that enables sellers to provide exceptional value to their customers. In my 31 years of selling, this is the first definitive work I′ve seen on how to leverage the intangibles of politics, value, and strategy to boost win rates. It′s a master′s program in sales." Lou Ebling, Global Account Executive, Oracle
"The New Power Base Selling presents sales as a management science, analogous to the principles of military special operations and counter terrorism . . . Holden and Kubacki identify the doctrine and practices . . . for quickly achieving relative superiority and obtaining a decisive advantage in any competitive environment." Kevin Nowak, Senior Advisor under contract to the US Department of Energy, Office of Security and Cyber Evaluations
"This is a book that I couldn′t put down. I was spellbound by the the concepts of Political Advantage, Value Creation, and Compete Strategy." Rosemarie Mitchell, Chief Executive Officer, ABS Associates, Inc.
"The visible and invisible sales tools in this book apply to any industry (including politics) and to any individual facing a competitive battle. The book′s insights guided my successful underdog campaign for US Congress in 2010 and continue to assist me in the competitive world of Washington, DC." Joe Walsh, Congressman, 8th District of Illinois in the US House of Representatives
"This update to the original thinking of Power Base Selling should be required reading for every sales professional. It explains how to stay relevant in an increasingly competitive and complex selling environment." Geoff Nyheim, VP, Cloud Services Sales, Microsoft