The New Power Base Selling – Master The Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition Lessons from 28,000 sellers and 50,000 deals

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.

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 Influence Creating Demand vs. Servicing Demand in Large Accounts:  Using political strategy to build a powerful account feedback loop. Advancing Personal Agendas Support Base Mapping: how to overcome the common hurdles and mistakes Foxes: the heart of the Power Base New Situational Power Bases: The rise of procurement and buying committees Implications 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.

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.