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43213398
The New Power Base Selling: Master The Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition
Item #:
43213398
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Product Details
- An updated and revised version of the business classic Power Base SellingPower 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 DemandQuickly leverage Situational Power Bases to drive up win ratesProvide customers with value that advances their critical business initiativesEffectively use LinkedIn, Facebook, Twitter, and other social tools in a sales campaignIncrease customer satisfaction and competitive differentiationSee measurable gains and exceed quota when you leverage customer politics, value, and competitive strategy.
| Publisher | Wiley |
| Publication date | May 8, 2012 |
| Edition | 1st |
| Language | English |
| Print length | 256 pages |
| ISBN-10 | 1118206673 |
| ISBN-13 | 978-1118206676 |
| Item Weight | 15.2 ounces (430.92 grams) |
| Dimensions | 6.3 x 1.2 x 8.9 inches (16 x 3 x 22.6 cm) |
Product Description
The New Power Base Selling: Master The Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition
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Customer Questions & Answers
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Question:
What is the main goal of The New Power Base Selling?
Answer: The goal is to improve sales performance by mastering political dynamics and delivering exceptional customer value. -
Question:
How does this book help in leveraging customer relationships?
Answer: It teaches you how to identify and align with influential individuals within customer organizations for better sales outcomes. -
Question:
What kind of tools does the book recommend for sales campaigns?
Answer: It suggests using social media platforms like LinkedIn, Facebook, and Twitter to enhance your sales efforts.
Sales & Selling Editorial Review
The New Power Base Selling: Master the Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition is a book that provides insight into the hidden politics that affect many deals. It is action-oriented and relevant. It is particularly helpful for key account managers, directors and entrepreneurs selling to big organizations. The book is Considered an "Art of War" manual for those selling to big accounts. One reviewer notes that the book updates the first edition but leaves out some good advice. Reviewers find that the book has real-world useful examples and valuable insights, particularly around the key intangibles in the sales process. The book is easy to follow and offers actual strategy to help you and your team execute the ideas and see real impact.
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Pros
- Action-oriented and relevant
- Particularly helpful for key account managers, directors and entrepreneurs selling to big organizations
- Provides real-world useful examples and valuable insights
- Offers actual strategy to help execute the ideas and see real impact
Cons
- Some reviewers note that some good advice from the first edition was left out in the updated version.
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Features & Benefits
- Master the politics of selling to gain a competitive edge.
- Leverage customer power bases for higher win rates.
- Deliver unexpected value that aligns with customer initiatives.
- Use social media tools effectively in your sales strategy.
- Increase customer satisfaction and differentiate from competitors.
- Achieve measurable gains and exceed sales quotas consistently.
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