Foreword Bill McDermott
Acknowledgments
Part 1: Sales as a Management Science
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.
2. The MBA of Sellin
-Learning is like rowing upstream; not to advance is to drop back.
Part 2: Politic
3. Influence and Authority
-The secret of my influence has always been that it remained secret.
4. Foxes: The Heart of the Power Base
-With foxes we must play the fox.
5. Power Base Types and Implications
-Sticks in a bundle are unbreakable.
6. Fox Hunting and Power Base Mapping
-Nothing has such power to broaden the mind as the ability to investigate systematically.
7. Gaining Political Advantage
-Recognition is the greatest motivator.
Part 3: Unexpected Value
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.
9. Building Expressions of Customer Value
-Make no little plans; they have no magic to stir men's blood.
10. Creating Demand to Displace Competitors
-A wise man will make more opportunities than he finds.
Part 4: Strategy
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.
12. Competitive Differentiation
-If you know the enemy and know yourself, your victory will not stand in doubt.
13. The Direct Strategy: Traditional and Nontraditional Application
-The truly wise can perceive things before they have come to pass.
14. The Indirect Strategy: Changing the Ground Rules
-Appear where you are not expected.
15. The Divisional Strategy: Peaceful Coexistence
-If the enemy's forces are united, separate them.
16. The Containment Strategy: Transition Back to Indirect
-Though the enemy be stronger in numbers, we may prevent him from fighting.
Epilogue
Helping Others Elevate the Sales Profession
Lead me, follow me, or get out of my way.
Index
