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Book Description
"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.

Synopsis
"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.

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First Sentence
The army a salesperson leads is a force of one. Read the first page Browse Sample Pages
Front Cover | Copyright | Table of Contents | Excerpt | Back Cover

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7 Reviews 5 star:  (5) 4 star:    (0) 3 star:    (0) 2 star:  (1) 1 star:  (1)           Average Customer Review (7 customer reviews)		Share your thoughts with other customers:
Most Helpful Customer Reviews   2 of 2 people found the following review helpful: I recommend this book as a must read for sales professionals, 25 April 1999 By A Customer 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!  Comment | Permalink | Was this review helpful to you? (Report this)   2 of 3 people found the following review helpful: Too many stories, too few principles, 19 April 1999 By A Customer Based on the reviews, I thought this would be a great book. But the author crafts too many exacting stories and not enough principles. If you're ever in exactly the same situations the author describes, you're OK. Normally, my hiliters work hard when I read books. Not this time. I'd suggest reading Strategic Selling and Spin Selling instead.  Comment | Permalink | Was this review helpful to you? (Report this)   1 of 1 people found the following review helpful: A"How-To" that separates professionals from practitioners., 27 April 1998 By A Customer This review is from: Power Base Selling: Secrets of an Ivy League Street Fighter (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.  Comment | Permalink | Was this review helpful to you? (Report this) › See all 7 customer reviews...		Most Recent Customer Reviews 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 4 days ago by Rhubarbman Incisive and unconventional thinking 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... Read more Published on 25 April 1998 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