"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.
|Edition description:||PBK ED|
|Product dimensions:||5.98(w) x 9.06(h) x 0.60(d)|
Table of Contents
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.
Should I Compete?: Targeting Your Opportunities.
Can I Win?
Most Helpful Customer Reviews
While quite old (c.1992, re-printed in 1999), Jim Holden lays out the backstory behind why YOU lost those "close" sales, and the sales that weren't even "close". He opens the door to explore and take advantage of the political side (and players) involved in all those sales you thought you had but NEVER had. He lays out how to uncover who's got the primary buying influence/s in an account OUTSIDE THE ORG CHART and the critical role they play; how to approach and evaluate these people and what they might be looking for beyond the mere performance of your product or service. This has nothing to do with manipulation or kick-backs (personally, I've only seen one kick-back in 30 years of selling ... so that isn't why you're losing), but added influence with the higher-ups that are looking-down at the project and who's making the decision for the organization ... will they be "pushed" further in the organization or side-lined? Hint: side with and help those with the potential to succeed and are being evaluated by how they deliver on this project. A very enjoyable and even eye-opening book of advanced sales strategy and tactics that is very fresh and should be revised and re-published. True inside-information that I haven't seen or heard of anywhere (I've read hundreds of sales books ... you knew 'em: the "ABC - Always Be Closing" drivel). Read with your pen - you will make plenty of notes in the text and margins.