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 DemandQuickly leverage "Situational
Power Bases" to drive up win rates Provide 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
differentiation
See measurable gains and exceed quota when you leverage customer
politics, value, and competitive strategy.
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