LEADER 06645nam 2200841 a 450 001 9910824093103321 005 20200520144314.0 010 $a1-280-59055-6 010 $a9786613620385 010 $a1-118-22862-6 035 $a(CKB)2670000000177355 035 $a(EBL)821882 035 $a(OCoLC)775591940 035 $a(SSID)ssj0000877530 035 $a(PQKBManifestationID)12447969 035 $a(PQKBTitleCode)TC0000877530 035 $a(PQKBWorkID)10829060 035 $a(PQKB)10224692 035 $a(SSID)ssj0000639054 035 $a(PQKBManifestationID)12272644 035 $a(PQKBTitleCode)TC0000639054 035 $a(PQKBWorkID)10605320 035 $a(PQKB)10693902 035 $a(DLC) 2012005390 035 $a(Au-PeEL)EBL821882 035 $a(CaPaEBR)ebr10558724 035 $a(CaONFJC)MIL362038 035 $a(CaSebORM)9781118240946 035 $a(MiAaPQ)EBC821882 035 $a(OCoLC)852501862 035 $a(OCoLC)ocn852501862 035 $a(EXLCZ)992670000000177355 100 $a20120125d2012 uy 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 14$aThe new power base selling $emaster the politics, create unexpected value and higher margins, and outsmart the competition /$fJim Holden, Ryan Kubacki 205 $a1st edition 210 $aHoboken, N.J. $cWiley$d2012 215 $a1 online resource (256 p.) 300 $aRev. ed. of: Power base selling. c1990. 300 $aIncludes index. 311 $a1-118-24094-4 311 $a1-118-20667-3 327 $aThe New Power Base Selling: Master the Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition; Contents; Foreword; Acknowledgments; Part 1: Sales as a Management Science; Chapter 1: Seeing the Invisible; Selling Skills Are Not Enough; Good Products Are Not Enough; The Relevance Revolution; Seeing the Road Forward to Success; Chapter 2: The MBA of Selling; The Holden Four Stage Model; Four Stages of Sales Proficiency; Intent; Focus; Relationship; Value; Knowledge; Progressing to Higher Stages; Not All Competencies are Born Equal; Part 2: Politics 327 $aChapter 3: Influence and AuthorityPolitical Competition is Healthy; Power Struggles versus Power Plays; The Political Structure; Influence and Authority; No Influence, but Authority; No Influence, No Authority; Influence without Authority; Influence Is Constantly Changing; Degrees of Influence; Chapter 4: Foxes: The Heart of the Power Base; A Fox in Action; The Organization Comes First; Manage the Environment; Survival; Fox Footprints; Integrity; People-Oriented; Risk Assumption; The Emerging Fox; Chapter 5: Power Base Types and Implications; Three Types of Power Bases 327 $aThe Enterprise Power BaseThe Business Unit Power Base; The Situational Power Base; Mapping the Power Base; Power Base Implications for Sellers; Chapter 6: Fox Hunting and Power Base Mapping; Fox Hunting Intelligence Gathering; Customer Research-What Information Can You Gather in 30 Minutes?; Astute Observations-Knowing What to Look For; Good Questions-How to Ask the Right Ones; Political Revelations; Chapter 7: Gaining Political Advantage; The Power Base Principle; Gaining Political Advantage; Personal Motivators; Uncovering and Advancing Personal Motivators 327 $aBuilding Influential RelationshipsAssessing Relationship Type; Creating a Support Base Map; Political Implications; Part 3: Unexpected Value; Chapter 8: Moving Up the Sales Value Chain; Moving North; Expanding the Sales Value Chain; Expected versus Unexpected Value; Chapter 9: Building Expressions of Customer Value; Value Relevance; Executive Value; Management Value; Operations Value; Value Expressions; Value Statements; Testing Value Statements; The Value Proposition; Step 1: Value Identification; Step 2: Value Quantification; Step 3: Value Proposition 327 $aMoving Up the Sales Value Chain to Include Political ValueChapter 10: Creating Demand to Displace Competitors; Creating Demand Significance; Leveraging Creating Demand to Penetrate Accounts; Step 1: Determine the Entry Point; Political Connectivity; Business Significance; Business Impact; Supplier Return; Step 2: Craft Your Value Message; Step 3: Gain Access; Step 4: Conduct a Meeting; Engaging with Advanced Communicators; Executive Meeting Checklist; Step 5: Build Your Support Base Map; Step 6: Move Upstream; Step 7: Complete the Triathlon; Penetrating Competitively Held Accounts 327 $aPart 4: Strategy 330 $a"An updated and revised version of the business classic Power Base Selling. Power Base Selling, originally published in 1990, left readers with an understanding of and language for gaining political advantage within accounts. Now famous among sellers, the concept of aligning with powerful customer individuals or "Foxes" is taken to a new level. The New Power Base Selling offers an updated and more in-depth edition of the original classic with an empirically based breakthrough to significantly increasing sales performance. It explains how competitive selling is as much a matter of politics, customer value, and strategy as it is a management science. Based on data from one of the most comprehensive sales surveys in the sales training industry, along with over 50,000 deal reviews, The New Power Base Selling will help salespeople quickly outfox the competition, impress customers with unexpected value, and achieve new levels of professional success. Create Demand, as well as competitively Service Demand Quickly leverage "Situational Power Bases" to drive up win rates Provide customers with value that advances their critical business initiatives Effectively use LinkedIn, Facebook, Twitter, and other social tools in a sales campaign Increase customer satisfaction and competitive differentiation See measurable gains and exceed quota when you leverage customer politics, value, and competitive strategy"--$cProvided by publisher. 606 $aSales personnel 606 $aSales management 606 $aSelling 606 $aCompetition 615 0$aSales personnel. 615 0$aSales management. 615 0$aSelling. 615 0$aCompetition. 676 $a658.85 686 $aBUS058000$2bisacsh 700 $aHolden$b Jim$f1948-$01659205 701 $aKubacki$b Ryan$f1973-$01659206 701 $aHolden$b Jim$f1948-$01659205 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910824093103321 996 $aThe new power base selling$94013756 997 $aUNINA