The New Power Base Selling: Master The Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition by Jim Holden & Ryan Kubacki

Author:Jim Holden & Ryan Kubacki [Holden, Jim]
Language: eng
Format: mobi
Publisher: John Wiley and Sons
Published: 2012-04-17T14:00:00+00:00

1. The Ally is a strong advocate, committed to you and your company’s current and future success. He or she proactively assists you in any way possible, such as introducing you to customer executives and providing you with relevant insight, principally because you have already proved your value. An Ally wants you to succeed long term in the account by winning multiple deals and will often draft you into new accounts when he or she moves to new companies. Allies also are your best references, since they’re known for proactively contacting companies when asked to do so by the seller.

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