May 2012
Intermediate to advanced
234 pages
6h 12m
English
book
The New Power Base Selling: Master The Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition
by Jim Holden, Ryan Kubacki
Content preview from The New Power Base Selling: Master The Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition
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Conclusion
The Indirect strategy is the technologically advanced steel sword of your sales campaign. Its strength symbolizes unconventional thinking and the power of the intangibles—politics, potential unexpected customer value, and mind-set—all leveraged by the right strategy. Still, there will be occasions when you rule out the Direct approach and can find no satisfactory way to change the ground rules to go Indirect. When that happens, it’s time to consider yet another approach to winning, so on we go to the Divisional strategy.
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