The New Power Base Selling: Master The Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition

by Jim Holden, Ryan Kubacki

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. See measurable gains and exceed quota when you leverage customer politics, value, and competitive strategy.

Genres: Business, Nonfiction

256 pages, Hardcover

First published August 13, 2012

About the author

Jim Holden founded Holden International in 1979, and throughout its almost 30-year history, Holden has grown to be a world-renowned leader in the sales process improvement field.

Mr. Holden's career has been marked by exceptional innovation. In 1990, he established Holden as the first company to model sales effectiveness, an achievement that garnered the Regional Entrepreneur of the Year award for the Service Industry.

Mr. Holden is also a globally recognized business author, with titles including Power Base® Selling, World Class Selling, The Selling Fox, The New Power Base Selling, and just released, Selling in an Anxious World, available on Kindle and hybrid paperback (a cross between hardcover and softcover).

Mr. Holden earned a B.S.E.E. with high honors from Northeastern University in Boston and is a member of the National Engineering Honor Society, Tau Beta Pi, and the National Interdisciplinary Honor Society, Phi Kappa Phi. He began his sales career in 1974 with Teradyne, a Boston-based high-technology company. Prior to founding Holden, he was Vice President of Sales for Aegis, a third-party distribution company selling computer-based test systems into the manufacturing environment.

Mr. Holden and his wife Chris reside in the greater Chicago area. He was a founder/director of the First National Bank of Roselle and has served as a director of two other area banks and several early development-stage companies. He is active in the community, having founded the Partnership to End Homelessness in Chicago, and is a supporter of many other charities, including cancer research.

Reviews

[Shane Meade · Rating 2 out of 5]

Did not finish

[Alexandra Turco · Rating 3 out of 5]

More of a 3.5. A really good read about how to put yourself in control of the sales cycle by understanding the politics of large enterprises.

[Chris Bauer · Rating 4 out of 5]

I have been in technical sales of software for almost 30 years and I've always heard this book referred to numerous times. I finally bit the bullet and checked it out.

Wow! While some of the core concepts might be a bit dated, the overall impact and wisdom is great. You don't have to agree with 100% to adopt some of the tactics and strategies outlined.

Can't wait to start using some of these approaches in my own selling motion.

[Anthony Jones]

This is a must read for anyone in, not only the "SALES" community, but the elites of the world, such as military special operators, corporate senior management and political officials. This is about value driven sales and how "doing the right thing" comes back to you in spades! Great job!!!

[Neil Bisson · Rating 5 out of 5]

Revised classic still holds true