Sales people trying to influence buying decisions where Power Bases are involved must engage in strategic networking.

(This post originally appeared on LinkedIn here) After startups succeeded in winning first customers of their new, revolutionary product...

“Customer Advisors provide indirect political support to customer Foxes, Power Base members, and those people who have the potential to...

“A Power Base is a powerful force within any organization, capable of reaching across departmental and geographical lines where each...

“To secure ourselves against defeat lies in our own hands, but the opportunity of defeating the enemy is provided by the enemy himself.”...

“Rapidity is the essence of war: take advantage of the enemy’s unreadiness, make your way by unexpected routes, and attack unguarded...

“When you combine strategy with unexpected customer value, politics, and other traditional sources of relative superiority to form...

There are Won Deals, Lost Deals, and – worst of all – Wrong Deals, the deals you win that eventually make you lose because your company can’

„There is only one reason sales people lose orders: They are OUTSOLD.“ Jim Holden, Power Base Selling If I had to name just one book that...

(This post originally appeared on LinkedIn) “The quality of your communication determines the size of your result.” Meir Ezra A frequent...

„We are not fit to lead an army on the march unless we are familiar with the face of the country – its mountains and forests, it’s...