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

Jim Holden , Ryan Kubacki
4.0 out of 5 stars  See all reviews (3 customer reviews)

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Book Description

An updated and revised version of the business classic Power Base Selling

Power Base Selling, originally published in 1990, left readers with an understanding of and language for gaining political advantage within accounts. Now famous among sellers, the concept of aligning with powerful customer individuals or "Foxes" is taken to a new level. The New Power Base Selling offers an updated and more in-depth edition of the original classic with an empirically based breakthrough to significantly increasing sales performance. It explains how competitive selling is as much a matter of politics, customer value, and strategy as it is a management science.

Based on data from one of the most comprehensive sales surveys in the sales training industry, along with over 50,000 deal reviews, The New Power Base Selling will help salespeople quickly outfox the competition, impress customers with unexpected value, and achieve new levels of professional success.

  • Create Demand, as well as competitively Service Demand
  • Quickly leverage "Situational Power Bases" to drive up win rates
  • Provide customers with value that advances their critical business initiatives
  • Effectively use LinkedIn, Facebook, Twitter, and other social tools in a sales campaign
  • Increase customer satisfaction and competitive differentiation

See measurable gains and exceed quota when you leverage customer politics, value, and competitive strategy.



Product Description

From the Inside Flap

The original Power Base Selling explained how sellers gain political advantage within accounts by aligning with powerful customer individuals or "Foxes." Based on data from one of the most comprehensive sales surveys in the sales training industry, along with more than 50,000 deal reviews, The New Power Base Selling presents sales as a management science, helping readers understand and replicate superior sales performance. It shows how high–performing sellers leverage three intangibles—politics, unexpected value, and strategy—to win business and maximize value for their customers and their own companies. You′ll build critical insights, including how to: Professionally leverage customer politics with new and advanced concepts and techniques Create unexpected value for customers to build new demand Formulate Compete Strategy and implement it with tactical precision Effectively use LinkedIn, Facebook, Twitter, and other social media tools in a sales campaign Increase customer satisfaction and your competitive differentiation Understanding sales as a management science will unlock your potential to win more business, while delighting customers with unexpected business and political value.

From the Back Cover

Praise for The New Power Base Selling " Power Base Selling has been the most pragmatic and effective guide in my professional services career. Jim and Ryan′s new concept of Unexpected Value is fundamental to differentiating your product and defending your margins." —Patrick Nicolet, CEO, Infrastructure Services, Member of the Group Executive Committee, Capgemini "Holden and Kubacki have elevated sales to a scientific process that enables sellers to provide exceptional value to their customers. In my 31 years of selling, this is the first definitive work I′ve seen on how to leverage the intangibles of politics, value, and strategy to boost win rates. It′s a master′s program in sales." —Lou Ebling, Global Account Executive, Oracle " The New Power Base Selling presents sales as a management science, analogous to the principles of military special operations and counter terrorism . . . Holden and Kubacki identify the doctrine and practices . . . for quickly achieving relative superiority and obtaining a decisive advantage in any competitive environment." —Kevin Nowak, Senior Advisor under contract to the US Department of Energy, Office of Security and Cyber Evaluations "This is a book that I couldn′t put down. I was spellbound by the the concepts of Political Advantage, Value Creation, and Compete Strategy." —Rosemarie Mitchell, Chief Executive Officer, ABS Associates, Inc. "The visible and invisible sales tools in this book apply to any industry (including politics) and to any individual facing a competitive battle. The book′s insights guided my successful underdog campaign for US Congress in 2010 and continue to assist me in the competitive world of Washington, DC." —Joe Walsh, Congressman, 8th District of Illinois in the US House of Representatives "This update to the original thinking of Power Base Selling should be required reading for every sales professional. It explains how to stay relevant in an increasingly competitive and complex selling environment." —Geoff Nyheim, VP, Cloud Services Sales, Microsoft

Product details

  • Format: Kindle Edition
  • File Size: 3468 KB
  • Print Length: 261 pages
  • Page Numbers Source ISBN: 1118206673
  • Publisher: Wiley; 1 edition (18 April 2012)
  • Sold by: Amazon Media EU S.à r.l.
  • Language: English
  • ASIN: B007OWRCJ4
  • Text-to-Speech: Enabled
  • X-Ray:
  • Word Wise: Enabled
  • Average Customer Review: 4.0 out of 5 stars  See all reviews (3 customer reviews)
  • Amazon Bestsellers Rank: #286,226 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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Customer Reviews

4.0 out of 5 stars
4.0 out of 5 stars
Most Helpful Customer Reviews
1 of 1 people found the following review helpful
3.0 out of 5 stars Holden Sales Methodology 24 Dec. 2012
Format:Kindle Edition|Verified Purchase
Compulsory reading as my company is adopting the Holden sales methodology. Fortunately the book is well written and structured for a reasonable pace read, and the teachings should make eminent sense to any seasoned or wannabe sales professional.
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5.0 out of 5 stars Very useful 25 July 2014
Format:Kindle Edition|Verified Purchase
This book is truly useful for anyone looking at the science behind Sales, it is also updated to the 21st century instead of talking about Faxing like some others.
It can be a bit daunting but break it down on your first read, (you may need to make notes) and then use it as a reference book to dip in and out of.
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4.0 out of 5 stars Four Stars 11 Dec. 2014
Format:Hardcover|Verified Purchase
book recommended at work. good ideas
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Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com: 5.0 out of 5 stars  17 reviews
4 of 4 people found the following review helpful
5.0 out of 5 stars Boost your sales! 2 May 2012
By clcassano - Published on Amazon.com
Format:Hardcover
This is a must read! My husband and I have been in sales for 20 years and the strategies given in this book will definitely come into play and boost our sales. Easy read, practical examples and effective strategies. Accurate portrayal of how sellers have to work smart in today's economy. We will be passing this book along to all our associates!
4 of 4 people found the following review helpful
5.0 out of 5 stars Talk about going from good to great! 4 May 2012
By Karen V - Published on Amazon.com
Format:Kindle Edition|Verified Purchase
This was one of the most detailed, easy to follow guides that I've seen in the marketplace. While other books offer theories or concepts, this packages in actual strategy to help you and your team execute the ideas and see real impact!
3 of 3 people found the following review helpful
5.0 out of 5 stars Intelligent Selling 7 May 2012
By Bill Campbell - Published on Amazon.com
Format:Hardcover
The New Power Base Selling is a must read for sales execs, account execs sales managers, VPs of Sales and anyone interested in driving top line growth. In today's complex sales environment you must know how to invest your sales time intelligently. If you don't you will waste time and money and more importantly miss company forecasts. This book helps you make the intangible aspects of selling tangible assets so you can win in the market. Every great sales organization has a common and shared sales vocabulary. If you use this book as your basis for a sales vocabulary and methodology you will improve your win rate and develop an instant competitive advantage.

Bill Campbell
Intergraph
3 of 3 people found the following review helpful
5.0 out of 5 stars Professional Selling Defined 3 May 2012
By Peter Ostrow - Published on Amazon.com
Format:Hardcover
It's time to retire the `Glengarry leads' mentality of sales effectiveness, and take an objective, academic look at the science of selling. Holden and Kubacki deliver a provocative and thoughtful message that up-levels the sales profession to its rightful place in the corporate value chain.
3 of 3 people found the following review helpful
5.0 out of 5 stars Good stuff 1 May 2012
By Dave S. - Published on Amazon.com
Format:Hardcover
This book is a must read for anyone in sales - whether you are a career salesperson or just graduating. Our firm is making it required reading for our entire salesforce. Much more detailed than most other sales books I have read.
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