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The New Power Base Selling: Master The Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition Hardcover – May 8, 2012


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Product Details

  • Hardcover: 234 pages
  • Publisher: Wiley; 1 edition (May 8, 2012)
  • Language: English
  • ISBN-10: 1118206673
  • ISBN-13: 978-1118206676
  • Product Dimensions: 6.3 x 0.9 x 9.3 inches
  • Shipping Weight: 13.6 ounces (View shipping rates and policies)
  • Average Customer Review: 5.0 out of 5 stars  See all reviews (17 customer reviews)
  • Amazon Best Sellers Rank: #278,101 in Books (See Top 100 in Books)

Editorial Reviews

From the Inside Flap

The original Power Base Selling explained how sellers gain political advantage within accounts by aligning with powerful customer individuals or "Foxes."

Based on data from one of the most comprehensive sales surveys in the sales training industry, along with more than 50,000 deal reviews, The New Power Base Selling presents sales as a management science, helping readers understand and replicate superior sales performance. It shows how high-performing sellers leverage three intangibles—politics, unexpected value, and strategy—to win business and maximize value for their customers and their own companies. You'll build critical insights, including how to:

  • Professionally leverage customer politics with new and advanced concepts and techniques

  • Create unexpected value for customers to build new demand

  • Formulate Compete Strategy and implement it with tactical precision

  • Effectively use LinkedIn, Facebook, Twitter, and other social media tools in a sales campaign

  • Increase customer satisfaction and your competitive differentiation

Understanding sales as a management science will unlock your potential to win more business, while delighting customers with unexpected business and political value.

From the Back Cover

Praise for The New Power Base Selling

"Power Base Selling has been the most pragmatic and effective guide in my professional services career. Jim and Ryan's new concept of Unexpected Value is fundamental to differentiating your product and defending your margins." —Patrick Nicolet, CEO, Infrastructure Services, Member of the Group Executive Committee, Capgemini

"Holden and Kubacki have elevated sales to a scientific process that enables sellers to provide exceptional value to their customers. In my 31 years of selling, this is the first definitive work I've seen on how to leverage the intangibles of politics, value, and strategy to boost win rates. It's a master's program in sales." —Lou Ebling, Global Account Executive, Oracle

"The New Power Base Selling presents sales as a management science, analogous to the principles of military special operations and counter terrorism . . . Holden and Kubacki identify the doctrine and practices . . . for quickly achieving relative superiority and obtaining a decisive advantage in any competitive environment." —Kevin Nowak, Senior Advisor under contract to the US Department of Energy, Office of Security and Cyber Evaluations

"This is a book that I couldn't put down. I was spellbound by the the concepts of Political Advantage, Value Creation, and Compete Strategy." —Rosemarie Mitchell, Chief Executive Officer, ABS Associates, Inc.

"The visible and invisible sales tools in this book apply to any industry (including politics) and to any individual facing a competitive battle. The book's insights guided my successful underdog campaign for US Congress in 2010 and continue to assist me in the competitive world of Washington, DC." —Joe Walsh, Congressman, 8th District of Illinois in the US House of Representatives

"This update to the original thinking of Power Base Selling should be required reading for every sales professional. It explains how to stay relevant in an increasingly competitive and complex selling environment." —Geoff Nyheim, VP, Cloud Services Sales, Microsoft


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Customer Reviews

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This book is a must read for anyone in sales - whether you are a career salesperson or just graduating.
Dave S.
If you use this book as your basis for a sales vocabulary and methodology you will improve your win rate and develop an instant competitive advantage.
Bill Campbell
While other books offer theories or concepts, this packages in actual strategy to help you and your team execute the ideas and see real impact!
Karen V

Most Helpful Customer Reviews

3 of 3 people found the following review helpful By Bill Campbell on May 7, 2012
Format: Hardcover
The New Power Base Selling is a must read for sales execs, account execs sales managers, VPs of Sales and anyone interested in driving top line growth. In today's complex sales environment you must know how to invest your sales time intelligently. If you don't you will waste time and money and more importantly miss company forecasts. This book helps you make the intangible aspects of selling tangible assets so you can win in the market. Every great sales organization has a common and shared sales vocabulary. If you use this book as your basis for a sales vocabulary and methodology you will improve your win rate and develop an instant competitive advantage.

Bill Campbell
Intergraph
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3 of 3 people found the following review helpful By Karen V on May 3, 2012
Format: Kindle Edition Verified Purchase
This was one of the most detailed, easy to follow guides that I've seen in the marketplace. While other books offer theories or concepts, this packages in actual strategy to help you and your team execute the ideas and see real impact!
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3 of 3 people found the following review helpful By Peter Ostrow on May 3, 2012
Format: Hardcover
It's time to retire the `Glengarry leads' mentality of sales effectiveness, and take an objective, academic look at the science of selling. Holden and Kubacki deliver a provocative and thoughtful message that up-levels the sales profession to its rightful place in the corporate value chain.
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3 of 3 people found the following review helpful By clcassano on May 2, 2012
Format: Hardcover
This is a must read! My husband and I have been in sales for 20 years and the strategies given in this book will definitely come into play and boost our sales. Easy read, practical examples and effective strategies. Accurate portrayal of how sellers have to work smart in today's economy. We will be passing this book along to all our associates!
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3 of 3 people found the following review helpful By Dave S. on May 1, 2012
Format: Hardcover
This book is a must read for anyone in sales - whether you are a career salesperson or just graduating. Our firm is making it required reading for our entire salesforce. Much more detailed than most other sales books I have read.
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3 of 4 people found the following review helpful By Tim Bonang on May 2, 2012
Format: Hardcover
As a marketing executive, I found this to be an excellent read. With Corporate America climbing out of the hole of a recession, competition is fierce and you need to take any advantage you can get for your organization (and yourself). This scientific approach gives you a roadmap to navigate the challenging competitive terrain and the strategies to ensure a successful journey.
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3 of 4 people found the following review helpful By Jim McCarthy on May 2, 2012
Format: Hardcover
Every lawyer needs to generate business, so this book should be added to every lawyer's library. The sales principles in this book are universal and can be readily applied to the practice of law and the sales of legal services. In fact, the analytic approach to sales strategy revealed in this book should be especially appealing to lawyers, as we strive to provide unexpected value to our clients and expand our opportunities with both existing and future clients.
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2 of 3 people found the following review helpful By Kevin Nowak on May 4, 2012
Format: Hardcover
The New Power Base Selling presents sales as a management science, analogous to the principles of military special operations, for developing repeatable strategies to defeat competition. In this latest book from the fox people, Holden and Kubacki identify the doctrine and practices for leveraging political insight, creating unexpected client value, and formulating highly effective strategies to quickly achieve relative superiority and obtain a decisive advantage in any sales environment. They have successfully brought Sun Tzu into the 21st Century!
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