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

The Organization Comes First

Caroline is motivated by the fact that the company is stronger and more customer-centric with Claire in an executive position. All true Foxes operate in such a manner, with their actions governed by the belief that everything they do must strengthen the organization in some way.

Foxes who do not live by this maxim are not really Foxes. They may have a lot of the same characteristics and seem every bit as intelligent, strategically oriented, and resourceful as Foxes. However, they are not Foxes if they do not put the organization first; instead, they are what we call Jackals.

The challenge is that on first glance, foxes and jackals have a lot in common. They look alike. Jackals are also monogamous and clever. However, it becomes apparent upon closer examination that key distinctions exist between the two both in terms of physical features and personal characteristics. The jackal’s tail is longer, and its fur is not as smooth and shiny as the fox’s. While a fox hunts living prey for food and plans ahead by storing rations in case of emergency, a jackal will eat anything, dead or alive—often feeding on another animal’s catch and ignoring the inherent risks of disease. Jackals do not think ahead; rather, they maximize short-term gain, often with as little effort as possible.

When you translate this into the world of selling, it is obvious that corporate Foxes engage in healthy Power Struggles while Jackals attempt unhealthy Power Plays—political competition ...