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The New Power Base Selling Master The Politics, Create Unexpected Value and Higher Margins, and...

ISBN: 9781118206676 | 1118206673
Edition: 1st
Format: Hardcover
Publisher: Wiley
Pub. Date: 5/8/2012

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Power Base Selling, originally published in 1990, left the readers with an outline of Holden's now famous "Four Stages of Sales Proficiency," including "The Glass Ceiling Effect," which described sellers' difficulty in breaking through from "Stage II" to "Stage III" selling, which can be the difference between winning and losing deals. This book is a revised an retitled edition of Power Base Selling, and explains how competitive selling is as much a matter of politics as management science. The book will help salespeople sell more by: Finding People with Influence Creating Demand vs. Servicing Demand in Large Accounts: Using political strategy to build a powerful account feedback loop. Advancing Personal Agendas Support Base Mapping: how to overcome the common hurdles and mistakes Foxes: the heart of the Power Base New Situational Power Bases: The rise of procurement and buying committees Implications of Social Media: how LinkedIn, Facebook, Twitter, etc. come into play. The book is based on data from one of the most comprehensive empirically based studies in the sales training industry, collected from 1998 - 2010 by Holden International, involving 28,000 B2B sellers in 35 countries.

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