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Power Base Selling: Secrets of an Ivy League Street Fighter [Hardcover]

Jim Holden
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Table of Contents

Why Selling Skills and Good Products Are Not Enough.

THE INSIDE TRACK.

The Power Base: Finding the People with Influence.

The Power Base Principle: How Value to the Company and Recognition Build Power.

Foxes: Finding the Heart of the Power Base.

Competing from Within: How to Develop Sales Opportunities.

ENGAGING THE COMPETITION.

The Direct Strategy: Making a Frontal Assault on the Competition.

The Indirect Strategy: Pulling the Rug Out from under the Competition.

The Divisional Strategy: How to Divide and Conquer the Competition.

The Containment Strategy: Using "No–Decision" Tactics to Keep the Competition from Winning.

Setting a Competitive Sales Strategy.

Street Fighting Tactics for Keeping Competitors at Bay.

The Political Strategy.

ZEROING IN.

Should I Compete?: Targeting Your Opportunities.

Can I Win?

Epilogue.

Index.

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