The New Power Base Selling has 62 ratings and 3 reviews. Chris said: I have been in technical sales of software for almost 30 years and I've always heard. In his books “Power Base Selling” and “The New Power Base Selling,” Jim Holden presents a methodology he developed for increasing sales success. Jim Holden's find the fox Power Base Selling® delivers 15% higher win rates, If you sell high value solutions, into a political customer environment, where the.
|Author:||Alexis Roob PhD|
|Published:||5 March 2017|
|PDF File Size:||22.29 Mb|
|ePub File Size:||26.71 Mb|
|Uploader:||Alexis Roob PhD|
For example, if you sell customer relationship management software, the chief marketing power base selling represents the obvious choice for pitching your product.
If the marketing department has suffered a set of recent failures while the IT department has delivered improved bottom line value, the chief information officer will hold more sway over software decisions.
The power base methodology advocates looking for these power base selling of internal political situations so you can present your product to the appropriate influencers. These high-integrity individuals place their organization first, often by shaping customer politics.
Rarely surprised by events, Foxes work behind the scenes to prewire or shape decisions, often long before they are made. Foxes are high performers who are interested in getting the best out of the Get unlimited access to videos, live online training, power base selling paths, books, interactive tutorials, and more.
Create Demand, as well as competitively Service Demand Quickly leverage "Situational Power Bases" to drive up winrates Provide customers with value that advances their criticalbusiness initiatives Effectively use LinkedIn, Facebook, Twitter, and other socialtools in a sales campaign Increase customer satisfaction and competitivedifferentiation See measurable gains and exceed quota when you leverage customerpolitics, power base selling, and competitive strategy.
Changing the Ground Rules Appear where you are not expected. Chapter 15 The Divisional Strategy: Chapter 16 The Containment Strategy: Power base selling Back to Indirect Though the enemy be stronger in numbers, we may prevent him from fighting.