Power Base Selling - Secrets of an Ivy League Street Fighter
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- Wiley
More About This Title Power Base Selling - Secrets of an Ivy League Street Fighter
English
JIM HOLDEN is the founder and CEO of Holden Corporation, an internationally recognized leader in sales and marketing effectiveness. The company has pioneered the first proven methodology to align sales and marketing in today's marketplace, working with major industries worldwide, including an impressive array of Fortune 1000 companies. Holden is the author of World Class Selling: The Crossroads of Customer, Sales, Marketing and Technology, also published by Wiley.
English
Why Selling Skills and Good Products Are Not Enough.
THE INSIDE TRACK.
The Power Base: Finding the People with Influence.
The Power Base Principle: How Value to the Company and Recognition Build Power.
Foxes: Finding the Heart of the Power Base.
Competing from Within: How to Develop Sales Opportunities.
ENGAGING THE COMPETITION.
The Direct Strategy: Making a Frontal Assault on the Competition.
The Indirect Strategy: Pulling the Rug Out from under the Competition.
The Divisional Strategy: How to Divide and Conquer the Competition.
The Containment Strategy: Using "No-Decision" Tactics to Keep the Competition from Winning.
Setting a Competitive Sales Strategy.
Street Fighting Tactics for Keeping Competitors at Bay.
The Political Strategy.
ZEROING IN.
Should I Compete?: Targeting Your Opportunities.
Can I Win?
Epilogue.
Index.
THE INSIDE TRACK.
The Power Base: Finding the People with Influence.
The Power Base Principle: How Value to the Company and Recognition Build Power.
Foxes: Finding the Heart of the Power Base.
Competing from Within: How to Develop Sales Opportunities.
ENGAGING THE COMPETITION.
The Direct Strategy: Making a Frontal Assault on the Competition.
The Indirect Strategy: Pulling the Rug Out from under the Competition.
The Divisional Strategy: How to Divide and Conquer the Competition.
The Containment Strategy: Using "No-Decision" Tactics to Keep the Competition from Winning.
Setting a Competitive Sales Strategy.
Street Fighting Tactics for Keeping Competitors at Bay.
The Political Strategy.
ZEROING IN.
Should I Compete?: Targeting Your Opportunities.
Can I Win?
Epilogue.
Index.
