Power Base Selling, Custom Edition: Secrets of an Ivy League Street Fighter"Holden's book is rich with wisdom and sage advice and should be required reading for any salesperson who wants to understand how to merge a sales strategy and a political strategy to win the hearts of their customers' Power Base."-Rodney D. Cotton, Vice President, Sales-United States, Baxter Healthcare, Renal Division. "Jim Holden's book is for serious salespeople and executives who are focused on winning. It provides insights, techniques, and everyday tools to reach the highest possible level of success. The book is most insightful and is a required reading and work tool for enterprise salespeople and executives."-Grant Evans, Vice President, Sales and Marketing Identicator Technology. "The Holden Power Base Selling techniques have provided our sales teams with a common language from which to develop and plan strategies and tactics."- Colin Latham, President and CEO, MT&T (Canada). "Power Base Selling is essential. . . . The book is rich with lessons such as how to avoid being defeated by desperate 'end-games,' and how to 'snatch various victories from the jaws of defeat.' The conclusion is a revealing 'self-test.'. . . [Holden's] principles are more applicable today than ever."- Glenn W. Coleman, President, South Africa Branch, Lockheed Martin Overseas Services Corporation. |
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Common terms and phrases
able Amalgamated battle become Bob Evans buying criteria buying decision Cabbage Patch Kids Carol Miller change the ground Chapter Comcorp company's compete competitive advantage Competitive Sales Competitive Salesperson competitor corporate create customer's develop direct approach direct strategy divisional strategy dolls efforts Ellen Murphy formal Fred Pearson going ground rules Gucci happen Holden important indirect industry influence influential insight installed issues Ivy League street Jim Healy John Andrews John's League street fighter look lose loss recovery meeting organization chart Osborne Computer Corporation perspective position Power Base Principle Power Base Selling problem Quadtex risk sales campaign sales cycle sales managers sales opportunity sales situation sales strategy salespeople senior management sense simply someone Stage strength success Sun Tzu tactic there's things trap Univac vendor vice-president Wang Laboratories