HARPER COLLINS PUBLISHERS
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Jim Holden is the CEO and Founder of sales training firm Holden International, a world leader in the sales process improvement field. It has trained more than 600,000 salespeople in 25 countries since its founding in 1979. Holden consultants have coached over 50,000 competitive deals. His previous books include Power Base Selling, World-Class Selling, and The Selling Fox.
Ryan Kubacki is President of Holden International and leads the firm's strategy, team, research, and resources. Prior to joining Holden, Mr. Kubacki was at Microsoft Corporation, where he held sales and marketing leadership roles in both the field and headquarters. As Business and Marketing Officer for U.S. Central Region, he directed sales operations and field marketing for an 18-state region with a $1.4 billion quota TABLE OF CONTENTS
Part 1 Sales as a Management Science
Chapter 1 Seeing the Invisible
It is not the strongest of the species that survives, nor the most intelligent, but the one most responsive to change.
Chapter 2 The MBA of Selling
Learning is like rowing upstream; not to advance is to drop back.
Part 2 Politics
Chapter 3 Influence and Authority
The secret of my influence has always been that it remained secret.
Chapter 4 Foxes: The Heart of the Power Base
With foxes we must play the fox.
Chapter 5 Power Base Types and Implications
Sticks in a bundle are unbreakable.
Chapter 6 Fox Hunting and Power Base Mapping
Nothing has such power to broaden the mind as the ability to investigate systematically.
Chapter 7 Gaining Political Advantage
Recognition is the greatest motivator.
Part 3 Unexpected Value
Chapter 8 Moving Up the Sales Value Chain
Now my eyes are turned from the South to the North, and I want to lead one more expedition. This will be the last . . . to the North Pole.
Chapter 9 Building Expressions of Customer Value
Make no little plans; they have no magic to stir men's blood.
Chapter 10 Creating Demand to Displace Competitors
A wise man will make more opportunities than he finds.
Part 4 Strategy
Chapter 11 Introduction to Compete Strategy
All men can see these tactics whereby I conquer, but what none can see is the strategy out of which victory is evolved.
Chapter 12 Competitive Differentiation
If you know the enemy and know yourself, your victory will not stand in doubt.
Chapter 13 The Direct Strategy: Traditional and Nontraditional Application
The truly wise can perceive things before they have come to pass.
Chapter 14 The Indirect Strategy: Changing the Ground Rules
Appear where you are not expected.
Chapter 15 The Divisional Strategy: Peaceful Coexistence
If the enemy's forces are united, separate them.
Chapter 16 The Containment Strategy: Transition Back to Indirect
Though the enemy be stronger in numbers, we may prevent him from fighting.
Helping Others Elevate the Sales Profession
Lead me, follow me or get out of my way.