02896nam a2200385 a 4500 ebr10558724 CaPaEBR m u cr cn||||||||| 120125s2012 njua s 001 0 eng d 2012003557 9781118206676 (hardback) 9781118228623 (e-book) CaPaEBR CaPaEBR (OCoLC)775591940 HF5439.5 .H65 2012eb 658.85 23 Holden, Jim, 1948- The new power base selling [electronic resource] : master the politics, create unexpected value and higher margins, and outsmart the competition / Jim Holden, Ryan Kubacki. Hoboken, N.J. : Wiley, 2012. xix, 234 p. : ill. Rev. ed. of: Power base selling. c1990. Includes index. "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"-- Provided by publisher. Electronic reproduction. Palo Alto, Calif. : ebrary, 2011. Available via World Wide Web. Access may be limited to ebrary affiliated libraries. Sales personnel. Sales management. Selling. Competition. Electronic books. local Kubacki, Ryan, 1973- Holden, Jim, 1948- Power base selling. ebrary, Inc. http://site.ebrary.com/lib/rucke/Doc?id=10558724 An electronic book accessible through the World Wide Web; click to view 88736 88736