The New Power Base Selling: Master The Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition

CHAPTER 4

Foxes

The Heart of the Power Base

With foxes we must play the fox.

—Dr. Thomas Fuller

After the hero has saved the day and put all the villains securely behind bars, grateful citizens turn to thank him, but he is gone in an instant, no longer there to be thanked. The job is finished, and there is no time for public glory if you are . . . Batman. Yes, Batman. The archetype of the understated hero has always existed in literature, film, and storytelling. Characters like Robin Hood, the Lone Ranger, and Batman are just a few that we’ve seen win battles for the public good. They are fun to watch because they win with a sense of elegance and style.

Certain people in organizations are a bit like that, in a way. It’s not because they have a penchant for being mysterious. It’s simply that they have practical reasons for working quietly, behind the scenes, while less skillful fighters engage in noisy, public confrontations. In the world of selling, we call these understated achievers Foxes.

We use the term Fox not only because the label is fun and easy to remember but because foxes in the wild demonstrate wise and highly effective behavior that separates them from other animals. Certain characteristics come to mind when you envision foxes in their natural habitat. They’re known as intelligent, clever, and resourceful creatures that are able to outthink—outfox, if you will—their opponents. They are quiet and patient and know the value of keeping a low profile.

Foxes combine astute ...