{"product_id":"the-new-power-base-selling-master-the-politics-create-unexpected-value-and-higher-margins-and-outsmart-the-competition-9781118206676","title":"The New Power Base Selling: Master the Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition","description":"\u003cb\u003eAn updated and revised version of the business classic \u003ci\u003ePower Base Selling\u003c\/i\u003e\u003c\/b\u003e \u003cp\u003e\u003ci\u003ePower Base Selling\u003c\/i\u003e, 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. \u003ci\u003eThe New Power Base Selling\u003c\/i\u003e 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.\u003c\/p\u003e \u003cp\u003eBased on data from one of the most comprehensive sales surveys in the sales training industry, along with over 50,000 deal reviews, \u003ci\u003eThe New Power Base Selling\u003c\/i\u003e will help salespeople quickly outfox the competition, impress customers with unexpected value, and achieve new levels of professional success.\u003c\/p\u003e \u003cul\u003e \u003cli\u003eCreate Demand, as well as competitively Service Demand\u003c\/li\u003e \u003cli\u003eQuickly leverage \"Situational Power Bases\" to drive up win rates\u003c\/li\u003e \u003cli\u003eProvide customers with value that advances their critical business initiatives\u003c\/li\u003e \u003cli\u003eEffectively use LinkedIn, Facebook, Twitter, and other social tools in a sales campaign\u003c\/li\u003e \u003cli\u003eIncrease customer satisfaction and competitive differentiation\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eSee measurable gains and exceed quota when you leverage customer politics, value, and competitive strategy.\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAbout the Author\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e\u003cb\u003eJIM HOLDEN\u003c\/b\u003e is the CEO and founder of the sales consulting and training firm Holden International; a global leader in sustainable sales performance improvement. Through its ability to apply unconventional thinking that enables companies to defeat competitors and develop accounts, while providing their customers with unexpected value, Holden has improved the performance of over 700,000 salespeople in 35 countries since its founding in 1979. Mr. Holden's previous books include \u003ci\u003ePower Base Selling, World Class Selling\u003c\/i\u003e, and \u003ci\u003eThe Selling Fox. \u003c\/i\u003e \u003c\/p\u003e\u003cp\u003e\u003cb\u003eRYAN KUBACKI\u003c\/b\u003e (MBA, Harvard) is President of Holden International and a recognized authority in making business development a sustainable competitive advantage. Prior to joining Holden, Mr. Kubacki was with Microsoft Corporation, where he held sales and marketing leadership roles in both the field and headquarters, including directing sales operations and field marketing for an 18-state region with a $1.4 billion quota. \u003c\/p\u003e\u003cbr\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":50461864395026,"sku":"9781118206676","price":20.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0831\/4771\/8930\/files\/img_31aa1a28-6436-47ab-bb85-0020b1ca4272.jpg?v=1730082486","url":"https:\/\/surprise-castle.myshopify.com\/products\/the-new-power-base-selling-master-the-politics-create-unexpected-value-and-higher-margins-and-outsmart-the-competition-9781118206676","provider":"Surprise Castle","version":"1.0","type":"link"}