Among the books we've published are:
The NEW Power Base Selling: Lessons from 28,000 Sellers and 50,000 Deals Master the Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition
By: Jim Holden and Ryan Kubacki
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, maximize value to 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.
The Selling FoxA Field Guide for Dynamic Sales Performance
By: Jim Holden
Holden's Power Base Selling went far beyond the simple art of persuasion and turned good salespeople into great salespeople. Now Holden introduces the next step in the salesperson's professional evolution. Power Base Selling established the process for effectively engaging and defeating competition. The Selling Fox will show you how to fully execute that process. You'll not only fend off the competition, you'll de-install them from accounts, becoming the ultimate sales performer – the Selling Fox.
World Class SellingThe Crossroads of Customer, Sales, Marketing and Technology
By: Jim Holden
A powerful complement to Power Base Selling, Holden's second book takes the next step up, providing a broader, more strategic view of industry trends and their impact on sales, pioneering the new concept of value chain management. World Class Selling examines today's marketplace from the sales professional's viewpoint as well as the overall company perspective, describing ways organizations should be structuring themselves to dramatically increase sales. Holden provides the practical tools and the methodology needed to make that transition and ease the rigors of the climb, providing new, highly intuitive sales performance and coaching tools, as well as introducing leading-edge, Internet web-based software applications. Building on the Power Base® theory first offered in Power Base Selling, Holden provides tips and techniques for managing competition, identifying Power Base allies and enemies, aligning with corporate Foxes, and dealing with the ever-present specter of internal company politics.
Power Base SellingSecrets of an Ivy League Street Fighter
By: Jim Holden
Power Base Selling focuses on competitive selling: the range of skills that sales professionals need to reach their full potential. It offers practical, step-by-step techniques and tips that salespeople and sales management can use to prevent the competition from selling their products or services and reveals the components involved in gaining full control of a sales situation. It discusses a key step in this process – the politics of selling – showing how to establish the right relationships with people who are powerful enough to give the salesperson an edge. Power Base Selling will help those who are already good at selling become competitive salespeople, capable of successfully strengthening their position with the customer while, at the same time, weakening their competition.
