Last edited by Dabar
Thursday, July 23, 2020 | History

6 edition of Power base selling found in the catalog.

Power base selling

secrets of an Ivy League street fighter

by Jim Holden

  • 338 Want to read
  • 30 Currently reading

Published by Wiley in New York, Chichester .
Written in English


Edition Notes

Includes index.

StatementJim Holden.
The Physical Object
Paginationxv, 222p. :
Number of Pages222
ID Numbers
Open LibraryOL22602597M
ISBN 100471510335

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 : Wiley.   Unlike e.g. Miller Heiman sales strategies,Power Base Selling is largely focused on how to beat the competition. Competition is at the heart of the Power Base Selling model. In the book many analogies with warefare are described. As important is the Author: Sales And Business Development.

  Jim Holden and Ryan Kubacki introduce The New Power Base Selling, now available at your favorite online bookseller. The New Power Base Selling: Lessons from . Chapter Entrepreneurial Selling: The Power of Running Your Own Business. Chapter Introduction. The Power of Entrepreneurship. Selling Yourself and Your Idea. Selling U: Inspiration, Resources, and Assistance for Your Entrepreneurial Journey. Review and Practice.

The most trusted site for professional selling skills, motivation and sales management know-how in the B2B environment. After decades of working with sales consultants who help sales teams and executives produce better results for their companies, Selling Power is proud to introduce our List of Leading Sales Enablement Consultants.   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/5(71).


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Power base selling by Jim Holden Download PDF EPUB FB2

"Power Base Selling is essential The book is rich with lessons such as how to avoid being defeated by desperate 'end-games,' and how to 'snatch various victories from the jaws of defeat.' The conclusion is a revealing 'self-test.' [Holden's] principles are more applicable today than ever."-Cited by: 2.

The original Power Base Selling explained how sellersgain political advantage within accounts by aligning with powerfulcustomer individuals or "Foxes.". Based on data from one of the most comprehensive sales surveysin the sales training industry, along with more t dealreviews, The New Power Base Selling presents sales as amanagement science, helping readers understand and /5(21).

CHAPTER 5 Power Base Types and Implications. Organizations have multiple Power Bases — because organizations have multiple Foxes. it is absolutely crucial not to make general assumptions about who is in or out of a Power Base.

Selling to someone outside of the Power Base is like driving in a heavy fog without knowing it. Things seem to look okay. In his books “Power Base Selling” and “The New Power Base Selling,” Jim Holden presents a methodology he developed for increasing sales success.

His methodology focuses on recognizing Power base selling book taking advantage of the internal politics and influencers, the “power base,” of the company to which you want to sell your product.

The book does assume that you already know a good amount about sales and really this book is designed for sales situations where there are multiple people influencing the decision making process. As such it Power Base Selling takes no prisoners, is well written and draws heavily from Sun Tzu’s The Art of War in casting analogies/5.

The New Power Base Selling Book Read the book that changed the game. The New Power Base Selling explained how sellers gain political advantage within accounts by aligning with powerful customer individuals, or “Foxes.”.

Based on our proprietary data from a comprehensive sales survey of o sellers along with more t deal reviews, this book presents sales as a management.

An updated and revised version of the business classic Power Base Selling Power Base Selling, originally published inleft readers with an understanding of and language for gaining political advantage within famous among sellers, the concept of aligning with powerful customer individuals or "Foxes" is taken to a new level/5.

The Power of Selling is the perfect textbook to teach students about the proven process of selling. More important, it teaches students how to apply the tenets of selling to how to sell themselves and get the job they want, with the same process professional sales people learn (or brush up) on their own selling skills/5(5).

The NEW Power Base Selling. The original Power Base Selling explained how sellers gain political advantage within accounts by aligning with powerful customer individuals or “Foxes.” Based on data from one of the most comprehensive sales surveys in the sales training industry, along with more t deal reviews, The New Power Base Selling presents sales as a management science.

The original Power Base Selling explained how sellers gain political advantage within accounts by aligning with powerful customer individuals or “Foxes.”Based on data from one of the most comprehensive sales surveys in the sales training industry, along with more t deal reviews, The New Power Base Selling presents sales as a management science, helping readers understand.

"Power Base Selling is essential The book is rich with lessons such as how to avoid being defeated by desperate 'end-games,' and how to 'snatch various victories from the jaws of defeat.' The conclusion is a revealing 'self-test.' [Holden's] principles are more applicable today than ever."—. An updated and revised version of the business classic Power Base Selling Power Base Selling, originally published inleft 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. An updated and revised version of the business classic Power Base Selling.

Power Base Selling, originally published inleft readers with an understanding of and language for gaining political advantage within famous among sellers, the concept of aligning with powerful customer individuals or "Foxes" is taken to a new level/5(51).

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.

CHAPTER 2 The MBA of Selling Learning is like rowing upstream; not to advance is to drop back. —Chinese Proverb Sellers who are able to identify strategy to achieve relative - Selection from The New Power Base Selling: Master The Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition [Book].

Or, find the Power of Selling group on LinkedIn, including sales professionals from across the country and many different industries. It is a great tool for networking, discussions, asking questions, and connecting with ”real world“ selling professionals. The book is most insightful and is a required reading and work tool for enterprise salespeople and executives." (Grant Evans, Vice President, Sales and Marketing Identicator Technology) "The Holden Power Base Selling techniques have provided our sales teams with a common language from which to develop and plan strategies and tactics.".

CHAPTER 3 Influence and Authority The secret of my influence has always been that it remained secret. —Salvador Dali When coaching the competitive deal reviews, we often heard sellers claim - Selection from The New Power Base Selling: Master The Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition [Book].

Power Base Selling if applied exactly by the book works - it was the break through sales book for me which took my sales to a new level. The book gives you the knowledge and guidelines to be able to navigate your way through the most complex of sales, analysing yours and your opponents strengths and weaknesses and how to develop a political plan to win the hearts and minds of the influencing /5(18).

[ 1/10/ ] Job No: Buchanan: Power, Politics and Organizational Change Page: x 1–xxv Acknowledgements Both editions of this book have benefited from the contributions, collegiality, advice, ideas, and criticisms of a significant number of managers, personal friends, and academic colleagues.

Holden's Power Base® Compete Selling workshops provide professional sales people the tools and insight necessary to engage and defeat competitors at every level – individual sales opportunities, account managment, and territory dominance.This is the table of contents for the book Powerful Selling (v.

). For more details on it (including licensing), click here. This book is licensed under a Creative Commons by-nc-sa license. "Power Base Selling is essential The book is rich with lessons such as how to avoid being defeated by desperate 'end-games, ' and how to 'snatch various victories from the jaws of defeat.' The conclusion is a revealing 'self-test.' [Holden's] principles are more applicable today than ever."/5(67).