Book description
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.
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 . 4
billion quota.
