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The New Power Base Selling: Master The Politics, Create Unexpected Value and
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En muy buen estado
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N.º de artículo de eBay:176856223766
Última actualización el 28 mar 2025 16:17:50 H.EspVer todas las actualizacionesVer todas las actualizaciones
Características del artículo
- Estado
- En muy buen estado
- Notas del vendedor
- MPN
- Illustrated
- Brand
- Wiley
- Style
- ABIS_BOOK
- Binding
- hardcover
- Pages
- 256
- Subject Keyword
- 'business', 'economics', 'non-'
- Unspsc Code
- 55101500
- Target Audience
- General/trade
- Item Type Keyword
- book
- Number Of Items
- 1
- Edition
- 1
- Publication Date
- 2012-05-08T00:00:01Z
- Supplier Declared Dg Hz Regulation
- not_applicable
- Edition Number
- 1
- Item Name
- The New Power Base Selling: Master The Politics, Create Un..
- Product Site Launch Date
- 2011-10-22T01:20:27.016Z
- ISBN
- 9781118206676
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Product Identifiers
Publisher
Wiley & Sons, Incorporated, John
ISBN-10
1118206673
ISBN-13
9781118206676
eBay Product ID (ePID)
110997584
Product Key Features
Book Title
New Power Base Selling : Master the Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition
Number of Pages
256 Pages
Language
English
Topic
Sales & Selling / Management, Commerce, Sales & Selling / General
Publication Year
2012
Illustrator
Yes
Genre
Business & Economics
Format
Hardcover
Dimensions
Item Height
1.1 in
Item Weight
16 Oz
Item Length
9.1 in
Item Width
6.2 in
Additional Product Features
Intended Audience
Trade
LCCN
2012-003557
Dewey Edition
23
TitleLeading
The
Dewey Decimal
658.85
Table Of Content
Foreword Bill McDermott xvii Acknowledgments xix Part 1 Sales as a Management Science 1 Chapter 1 Seeing the Invisible 3 It is not the strongest of the species that survives, nor the most intelligent, but the one most responsive to change. Chapter 2 The MBA of Selling 13 Learning is like rowing upstream; not to advance is to drop back. Part 2 Politics 29 Chapter 3 Influence and Authority 31 The secret of my influence has always been that it remained secret. Chapter 4 Foxes: The Heart of the Power Base 45 With foxes we must play the fox. Chapter 5 Power Base Types and Implications 61 Sticks in a bundle are unbreakable. Chapter 6 Fox Hunting and Power Base Mapping 73 Nothing has such power to broaden the mind as the ability to investigate systematically. Chapter 7 Gaining Political Advantage 93 Recognition is the greatest motivator. Part 3 Unexpected Value 113 Chapter 8 Moving Up the Sales Value Chain 115 Now my eyes are turned from the South to the North, and I want to lead one more expedition. This will be the last . . . to the North Pole. Chapter 9 Building Expressions of Customer Value 123 Make no little plans; they have no magic to stir men's blood. Chapter 10 Creating Demand to Displace Competitors 139 A wise man will make more opportunities than he finds. Part 4 Strategy 157 Chapter 11 Introduction to Compete Strategy 159 All men can see these tactics whereby I conquer, but what none can see is the strategy out of which victory is evolved. Chapter 12 Competitive Differentiation 165 If you know the enemy and know yourself, your victory will not stand in doubt. Chapter 13 The Direct Strategy: Traditional and Nontraditional Application 179 The truly wise can perceive things before they have come to pass. Chapter 14 The Indirect Strategy: Changing the Ground Rules 187 Appear where you are not expected. Chapter 15 The Divisional Strategy: Peaceful Coexistence 199 If the enemy's forces are united, separate them. Chapter 16 The Containment Strategy: Transition Back to Indirect 207 Though the enemy be stronger in numbers, we may prevent him from fighting. Epilogue Helping Others Elevate the Sales Profession 217 Lead me, follow me, or get out of my way. Index 223
Synopsis
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., 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., 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 Ryans 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 Ive seen on how to leverage the intangibles of politics, value, and strategy to boost win rates. Its a masters 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 couldnt 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 books 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
LC Classification Number
HF5438.25
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