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We all know that the markets today are confused, highly competitive and uncertain. To accelerate growth, companies need to take market share from competitors and penetrate and develop adjacent markets.
I am of the firm belief that the balance of power can be changed in specific industries. You have worked with large conglomerates in western countries. How will your expertise and experience relate in the Indian context?
We are here to help Indian companies drive market share and accelerate growth by providing them with an asymmetric advantage against their competition. We are here to help visionary corporate leaders change the balance of power in their global industries.
Look, for instance, at IT services. This has been the case for more than five years because all these companies focus on traditional thinking of providing better quality customer solutions at a lower cost. Then how do you expect them to cut an edge over others?
The play centres on unconventional thinking, again, to drive unexpected customer value, while at the same time, identifying, creating and exploiting unexpected or discounted competitor vulnerability. For instance, the traditional view of the customer organisation is characterised by the distribution of authority. The unconventional view is one of influence, which unlike authority, is not visible. Only the exertion of influence is visible. 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.
The Selling Fox: A Field Guide for Dynamic Sales Performance [Jim Holden] on ultemeege.tk *FREE* shipping on qualifying offers. A follow-up to the author's. ultemeege.tk: The Selling Fox: A Field Guide for Dynamic Sales Performance: Jim Holden.
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.
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.