Power Base Selling: Secrets of an Ivy League Street Fighter
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"Holden′s book is rich with wisdom and sage advice and should be required reading for any salesperson who wants to understand how to merge a sales strategy and a political strategy to win the hearts of their customers′ Power Base."–Rodney D. Cotton, Vice President, Sales–United States, Baxter Healthcare, Renal Division.
"Jim Holden′s book is for serious salespeople and executives who are focused on winning. It provides insights, techniques, and everyday tools to reach the highest possible level of success. The book is most insightful and is a required reading and work tool for enterprise salespeople and executives."–Grant Evans, Vice President, Sales and Marketing Identicator Technology.
"The Holden Power Base Selling techniques have provided our sales teams with a common language from which to develop and plan strategies and tactics."– Colin Latham, President and CEO, MT&T (Canada).
"Power Base Selling is essential. . . . The book is rich with lessons such as how to avoid being defeated by desperate ′end–games,′ and how to ′snatch various victories from the jaws of defeat.′ The conclusion is a revealing ′self–test.′. . . [Holden′s] principles are more applicable today than ever."– Glenn W. Coleman, President, South Africa Branch, Lockheed Martin Overseas Services Corporation.
"Jim Holden′s book is for serious salespeople and executives who are focused on winning. It provides insights, techniques, and everyday tools to reach the highest possible level of success. The book is most insightful and is a required reading and work tool for enterprise salespeople and executives."–Grant Evans, Vice President, Sales and Marketing Identicator Technology.
"The Holden Power Base Selling techniques have provided our sales teams with a common language from which to develop and plan strategies and tactics."– Colin Latham, President and CEO, MT&T (Canada).
"Power Base Selling is essential. . . . The book is rich with lessons such as how to avoid being defeated by desperate ′end–games,′ and how to ′snatch various victories from the jaws of defeat.′ The conclusion is a revealing ′self–test.′. . . [Holden′s] principles are more applicable today than ever."– Glenn W. Coleman, President, South Africa Branch, Lockheed Martin Overseas Services Corporation.
From the Back Cover
"Holden′s book is rich with wisdom and sage advice and should be required reading for any salesperson who wants to understand how to merge a sales strategy and a political strategy to win the hearts of their customers′ Power Base."–Rodney D. Cotton, Vice President, Sales–United States, Baxter Healthcare, Renal Division.
"Jim Holden′s book is for serious salespeople and executives who are focused on winning. It provides insights, techniques, and everyday tools to reach the highest possible level of success. The book is most insightful and is a required reading and work tool for enterprise salespeople and executives."–Grant Evans, Vice President, Sales and Marketing Identicator Technology.
"The Holden Power Base Selling techniques have provided our sales teams with a common language from which to develop and plan strategies and tactics."– Colin Latham, President and CEO, MT&T (Canada).
"Power Base Selling is essential. . . . The book is rich with lessons such as how to avoid being defeated by desperate ′end–games,′ and how to ′snatch various victories from the jaws of defeat.′ The conclusion is a revealing ′self–test.′. . . [Holden′s] principles are more applicable today than ever."– Glenn W. Coleman, President, South Africa Branch, Lockheed Martin Overseas Services Corporation.
"Jim Holden′s book is for serious salespeople and executives who are focused on winning. It provides insights, techniques, and everyday tools to reach the highest possible level of success. The book is most insightful and is a required reading and work tool for enterprise salespeople and executives."–Grant Evans, Vice President, Sales and Marketing Identicator Technology.
"The Holden Power Base Selling techniques have provided our sales teams with a common language from which to develop and plan strategies and tactics."– Colin Latham, President and CEO, MT&T (Canada).
"Power Base Selling is essential. . . . The book is rich with lessons such as how to avoid being defeated by desperate ′end–games,′ and how to ′snatch various victories from the jaws of defeat.′ The conclusion is a revealing ′self–test.′. . . [Holden′s] principles are more applicable today than ever."– Glenn W. Coleman, President, South Africa Branch, Lockheed Martin Overseas Services Corporation.
Inside This Book
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First Sentence
The army a salesperson leads is a force of one. Read the first page
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
The army a salesperson leads is a force of one. Read the first page
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Concordance
Browse Sample PagesConcordance
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Customer Reviews
Most Helpful Customer Reviews
2 of 2 people found the following review helpful
Format:Paperback
I've been selling computer services for 9 years and applied many techniques in selling solutions and commodity type products to customers. From all of the techniques out there, Power Base Selling tops them all especially on how to engage and defeat the competition. This book is the most incredible selling book on the market!
1 of 1 people found the following review helpful
Format:Hardcover
The recipes for success remind the entire salesforce that "high tech" still needs "high touch." Lessons learned will be relearned if the instructions are not followed. I turn to it for insight even after 25 years of experience.
1 of 1 people found the following review helpful
Format:Hardcover
Power Base Selling is incisive, unconventional and a hell of a good read. The book started with a clean slate as to how sales (and for that matter, all business relationships)should be conducted, and it comes up with some completely counterintuitive positions. Each section of the book draws something from the warrior/philosopher Sun Tzu, often condensing the section's poignant examples and real-world techniques into a memorable sound-bite that I find myself muttering under my breath as I ponder strategies. Stylistically, the book is crisp and accessible. Since I first encountered Power Base a few years ago, I have given away probably a dozen copies, many to friends who aren't even in sales. Like Carnegie's "How to Win Friends . . .", the insight on the workings of business politics are useful for almost everything. Highly recommended!
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Most Recent Customer Reviews
A must read
I was introduced to PBS back in 2001 when I was a naive "wanna be" sales guy working in IT. Reading the book was a real eye opener and it lead me to totally revise and change some... Read more
Published 11 months ago by Harpreet G
Required Reading
Power Base Selling if applied exactly by the book works - it was the break through sales book for me which took my sales to a new level. Read more
Published 18 months ago by Roz Bennetts
Do Not Buy!
This book is written subjectively and with no evidence to back up whatever point it is making. It quotes from an ancient Chinese text "The Art of War" - recommend you read that... Read more
Published on 12 May 2008 by Rhubarbman
Too many stories, too few principles
Based on the reviews, I thought this would be a great book. But the author crafts too many exacting stories and not enough principles. Read more
Published on 19 April 1999
A rough diamond, but a diamond nonetheless...
Holden's book _Power Base Selling_ has long been considered a definitive work. With good reason -- it explains some of the Home Truths of the political aspect of the Sell. Read more
Published on 4 Dec 1997
This is the high end of Value Selling!
Methods described in books like "Strategic Selling" concentrate on the obvious surface of your customer's behaviour. Power Base Selling goes far beyond. Read more
Published on 8 Sep 1997
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