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

This book is dedicated to the executives, sales managers, and sellers who are leading the charge in transitioning sales to that of a management science, one that can be defined, understood, and measured. As such, the days of viewing sales as an art—a way of explaining what has not been understood—are coming to an end. This means:

• The elevation of the sales profession
• The ability to dramatically accelerate the development of sellers
• Enhanced hiring of sellers with defined and measurable sales competencies
• Stronger sales management coaching
• The true ability to align Sales with Marketing, Human Resources (HR), and Finance

All of this means higher win rates, with better margins and higher customer satisfaction, particularly at the customer executive levels. It is our hope that this book, along with the help of these progressive sellers, managers, and executives, will create definitive change in moving sales to a management science—literally becoming an inflection point in the sales profession.

But our dedication doesn’t stop there. In the world of competition, there is no more intense competitive environment than that of military operations. This is an area where the transition to that of a management science has been critical, particularly in Special Operations, where a small force takes on a much larger, often better-equipped, enemy force. Drawing corollaries from this domain to sales has been very helpful in our management science efforts. In that process, we continue to develop ...