The New Power Base Selling (PDF)

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.

* Create Demand, as well as competitively Service Demand

* Quickly leverage "Situational Power Bases" to drive up win
rates

* Provide customers with value that advances their critical
business initiatives

* Effectively use LinkedIn, Facebook, Twitter, and other social
tools in a sales campaign

* Increase customer satisfaction and competitive
differentiation

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