Book description
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.
Table of contents
- Cover
- Contents
- Title
- Copyright
- Dedication
- Foreword
- Acknowledgments
- Part 1: Sales as a Management Science
- Part 2: Politics
-
Part 3: Unexpected Value
- Chapter 8: Moving Up the Sales Value Chain
- Chapter 9: Building Expressions of Customer Value
-
Chapter 10: Creating Demand to Displace Competitors
- Creating Demand Significance
- Leveraging Creating Demand to Penetrate Accounts
- Step 1: Determine the Entry Point
- Step 2: Craft Your Value Message
- Step 3: Gain Access
- Step 4: Conduct a Meeting
- Step 5: Build Your Support Base Map
- Step 6: Move Upstream
- Step 7: Complete the Triathlon
- Penetrating Competitively Held Accounts
-
Part 4: Strategy
- Chapter 11: Introduction to Compete Strategy
- Chapter 12: Competitive Differentiation
- Chapter 13: The Direct Strategy: Traditional and Nontraditional Application
- Chapter 14: The Indirect Strategy: Changing the Ground Rules
- Chapter 15: The Divisional Strategy: Peaceful Coexistence
- Chapter 16: The Containment Strategy: Transition Back to Indirect
- Epilogue
- Index
Product information
- Title: The New Power Base Selling: Master The Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition
- Author(s):
- Release date: May 2012
- Publisher(s): Wiley
- ISBN: 9781118206676
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