{"product_id":"the-new-power-base-selling-isbn-9781118206676","title":"The New Power Base Selling","description":"\u003cb\u003eAn updated and revised version of the business classic \u003ci\u003ePower Base Selling\u003c\/i\u003e\u003c\/b\u003e  \u003cp\u003e\u003ci\u003ePower Base Selling\u003c\/i\u003e, 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. \u003ci\u003eThe New Power Base Selling\u003c\/i\u003e 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.\u003c\/p\u003e \u003cp\u003eBased on data from one of the most comprehensive sales surveys in the sales training industry, along with over 50,000 deal reviews, \u003ci\u003eThe New Power Base Selling\u003c\/i\u003e will help salespeople quickly outfox the competition, impress customers with unexpected value, and achieve new levels of professional success.\u003c\/p\u003e \u003cul\u003e \u003cli\u003eCreate Demand, as well as competitively Service Demand\u003c\/li\u003e \u003cli\u003eQuickly leverage \"Situational Power Bases\" to drive up win rates\u003c\/li\u003e \u003cli\u003eProvide customers with value that advances their critical business initiatives\u003c\/li\u003e \u003cli\u003eEffectively use LinkedIn, Facebook, Twitter, and other social tools in a sales campaign\u003c\/li\u003e \u003cli\u003eIncrease customer satisfaction and competitive differentiation\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eSee measurable gains and exceed quota when you leverage customer politics, value, and competitive strategy.\u003c\/p\u003e \u003cp\u003eForeword \u003ci\u003eBill McDermott\u003c\/i\u003e xvii\u003c\/p\u003e \u003cp\u003eAcknowledgments xix\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 1 \u003c\/b\u003e\u003cb\u003eSales as a Management Science 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 1 Seeing the Invisible 3\u003cbr\u003e\u003ci\u003eIt is not the strongest of the species that survives, nor the most intelligent, but the one most responsive to change.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 2 The MBA of Selling 13\u003cbr\u003e\u003ci\u003eLearning is like rowing upstream; not to advance is to drop back.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 2 \u003c\/b\u003e\u003cb\u003ePolitics 29\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 3 Influence and Authority 31\u003cbr\u003e\u003ci\u003eThe secret of my influence has always been that it remained secret.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 4 Foxes: The Heart of the Power Base 45\u003cbr\u003e\u003ci\u003eWith foxes we must play the fox.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 5 Power Base Types and Implications 61\u003cbr\u003e\u003ci\u003eSticks in a bundle are unbreakable.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 6 Fox Hunting and Power Base Mapping 73\u003cbr\u003e\u003ci\u003eNothing has such power to broaden the mind as the ability to investigate systematically.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 7 Gaining Political Advantage 93\u003cbr\u003e\u003ci\u003eRecognition is the greatest motivator.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 3 \u003c\/b\u003e\u003cb\u003eUnexpected Value 113\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 8 Moving Up the Sales Value Chain 115\u003cbr\u003e\u003ci\u003eNow 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.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 9 Building Expressions of Customer Value 123\u003cbr\u003e\u003ci\u003eMake no little plans; they have no magic to stir men’s blood.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 10 Creating Demand to Displace Competitors 139\u003cbr\u003e\u003ci\u003eA wise man will make more opportunities than he finds.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 4 \u003c\/b\u003e\u003cb\u003eStrategy 157\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 11 Introduction to Compete Strategy 159\u003cbr\u003e\u003ci\u003eAll men can see these tactics whereby I conquer, but what none can see is the strategy out of which victory is evolved.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 12 Competitive Differentiation 165\u003cbr\u003e\u003ci\u003eIf you know the enemy and know yourself, your victory will not stand in doubt.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 13 The Direct Strategy: Traditional and Nontraditional Application 179\u003cbr\u003e\u003ci\u003eThe truly wise can perceive things before they have come to pass.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 14 The Indirect Strategy: Changing the Ground Rules 187\u003cbr\u003e\u003ci\u003eAppear where you are not expected.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 15 The Divisional Strategy: Peaceful Coexistence 199\u003cbr\u003e\u003ci\u003eIf the enemy’s forces are united, separate them.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 16 The Containment Strategy: Transition Back to Indirect 207\u003cbr\u003e\u003ci\u003eThough the enemy be stronger in numbers, we may prevent him from fighting.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eEpilogue Helping Others Elevate the Sales Profession 217\u003cbr\u003e\u003ci\u003eLead me, follow me, or get out of my way.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eIndex 223\u003c\/p\u003e \u003cp\u003e\u003cb\u003eJIM HOLDEN\u003c\/b\u003e 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 \u003ci\u003ePower Base Selling, World Class Selling\u003c\/i\u003e, and \u003ci\u003eThe Selling Fox. \u003c\/i\u003e \u003c\/p\u003e\u003cp\u003e\u003cb\u003eRYAN KUBACKI\u003c\/b\u003e (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 $1.4 billion quota. \u003c\/p\u003e  \u003cp\u003eThe original \u003ci\u003ePower Base Selling\u003c\/i\u003e explained how sellers gain political advantage within accounts by aligning with powerful customer individuals or “Foxes.”\u003c\/p\u003e\u003cp\u003eBased on data from one of the most comprehensive sales surveys in the sales training industry, along with more than 50,000 deal reviews, \u003ci\u003eThe New Power Base Selling\u003c\/i\u003e presents sales as a management science, helping readers understand and replicate superior sales performance. It shows how high-performing sellers leverage three intangibles—politics, unexpected value, and strategy—to win business and maximize value for their customers and their own companies. You’ll build critical insights, including how to: \u003c\/p\u003e\u003cul\u003e\n\u003cli\u003e Professionally leverage customer politics with new and advanced concepts and techniques\u003c\/li\u003e\n\u003cli\u003eCreate unexpected value for customers to build new demand \u003c\/li\u003e\n\u003cli\u003eFormulate Compete Strategy and implement it with tactical precision\u003c\/li\u003e\n\u003cli\u003eEffectively use LinkedIn, Facebook, Twitter, and other social media tools in a sales campaign\u003c\/li\u003e\n\u003cli\u003eIncrease customer satisfaction and your competitive differentiation\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003eUnderstanding sales as a management science will unlock your potential to win more business, while delighting customers with unexpected business and political value. \u003c\/p\u003e  \u003cp\u003e\u003ci\u003ePraise for\u003c\/i\u003e\u003cbr\u003e THE NEW POWER BASE SELLING\u003c\/p\u003e\u003cp\u003e“\u003ci\u003ePower Base Selling\u003c\/i\u003e has been the most pragmatic and effective guide in my professional services career. Jim and Ryan’s new concept of Unexpected Value is fundamental to differentiating your product and defending your margins.” \u003cbr\u003e\u003cb\u003e—Patrick Nicolet,\u003c\/b\u003e CEO, Infrastructure Services, Member of the Group Executive Committee, Capgemini \u003c\/p\u003e\u003cp\u003e“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 I’ve seen on how to leverage the intangibles of politics, value, and strategy to boost win rates. It’s a master’s program in sales.” \u003cbr\u003e\u003cb\u003e—Lou Ebling,\u003c\/b\u003e Global Account Executive, Oracle \u003c\/p\u003e\u003cp\u003e“\u003ci\u003eThe New Power Base Selling\u003c\/i\u003e 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.” \u003cbr\u003e\u003cb\u003e—Kevin Nowak,\u003c\/b\u003e Senior Advisor under contract to the US Department of Energy, Office of Security and Cyber Evaluations \u003c\/p\u003e\u003cp\u003e “This is a book that I couldn’t put down. I was spellbound by the the concepts of Political Advantage, Value Creation, and Compete Strategy.” \u003cbr\u003e\u003cb\u003e—Rosemarie Mitchell,\u003c\/b\u003e Chief Executive Officer, ABS Associates, Inc. \u003c\/p\u003e\u003cp\u003e “The visible and invisible sales tools in this book apply to any industry (including politics) and to any individual facing a competitive battle. The book’s insights guided my successful underdog campaign for US Congress in 2010 and continue to assist me in the competitive world of Washington, DC.” \u003cbr\u003e\u003cb\u003e—Joe Walsh,\u003c\/b\u003e Congressman, 8th District of Illinois in the US House of Representatives \u003c\/p\u003e\u003cp\u003e “This update to the original thinking of \u003ci\u003ePower Base Selling\u003c\/i\u003e should be required reading for every sales professional. It explains how to stay relevant in an increasingly competitive and complex selling environment.” \u003cbr\u003e\u003cb\u003e—Geoff Nyheim,\u003c\/b\u003e VP, Cloud Services Sales, Microsoft \u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990298509541,"sku":"NP9781118206676","price":28.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781118206676.jpg?v=1761787256","url":"https:\/\/k12savings.com\/es\/products\/the-new-power-base-selling-isbn-9781118206676","provider":"K12savings","version":"1.0","type":"link"}