Holden’s POWER BASE  SELLING training workshops are all about engaging and defeating competition at every level, whether it is the individual sales opportunity, across a range of accounts, or throughout an entire territory. The result: winning your customers’ loyalty and capturing the associated benefits of increased revenue growth, higher profit margins, and shorter sales cycles. |
Below is a sample list of Holden workshops. Please contact us to determine which courses will have the most impact for your organization. |
POWER BASE  SELLING |
| Engaging and Defeating Competition within Existing Opportunities |
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Sales professionals who seek to win active sales opportunities |
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A completed Winning Sales Plan that targets an actual “live” account |
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3 days |
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| Power Base Selling is a proven training methodology that installs a repeatable process for you to successfully qualify opportunities so you can: |
- invest your time and resources appropriately
- articulate the value of what you are selling in ways that are relevant
to the customer
- distinguish influence from authority to navigate the political
environment toward your advantage
- enable you to select and implement the right strategy to engage
and defeat the competition and therefore win the opportunity
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POWER BASE SELLING WITH CREATING DEMAND |
| Creating New Opportunities within Existing and New Accounts |
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Sales professionals who seek to capitalize on active sales opportunities and create new opportunities |
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A completed Winning Sales Plan that targets an actual “live” account
A full Creating Demand Sales Plan designed to create a new sales opportunity |
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3–4 days |
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| This workshop extends the proven Power Base Selling methodology (see above). It equips participants with a systematic process for initiating and creating additional opportunities by mapping industry trends to areas of high customer impact and supplier return. Highly recommended for those who seek to close business and build pipeline by creating new sales opportunities. |
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POWER BASE ACCOUNT MANAGEMENT |
| Engaging and Defeating Competition within Large and Strategic Accounts |
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Sales professionals and teams managing global, national, or strategic accounts |
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A comprehensive Account Plan that targets an actual “live” account |
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3–4 days |
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| This workshop equips sales professionals with a repeatable process for developing and executing strategic account plans for large and strategic accounts. Participants will develop three sales plans, targeting a preselected “live” account: |
- a plan for winning existing sales opportunities
- a plan for creating new opportunities
- a plan for enhancing and building corporate executive relationships
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| If executed effectively, these three plans complement one another to trigger a high-impact account dynamic and establish barriers that are difficult for competitors to penetrate. |
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POWER BASE SALES TERRITORY |
| Engaging and Defeating Competition within a Territory |
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Sales professionals who, in a competitive and transactional sales environment, must handle a large number of accounts within a geographic territory |
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Essential skills and practical tools relevant to selling within a defined territory |
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3 days |
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| In this workshop, sales professionals hone critical tactical skills in the areas of qualification, value articulation, competitive strategy and tactics, relationship development, and territory management. Participants will leave the workshop with superior tools and processes for winning competitive opportunities on a consistent basis, keeping their pipeline filled with qualified and winnable sales opportunities, and managing their territories efficiently. |
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POWER BASE FUNDAMENTALS |
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Entry-level sales professionals in a competitive and transactional sales environment |
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Skills enhancement related to essential sales practices |
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2 days |
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| This program provides entry-level sales professionals with critical tactical skills to ensure success. Specific goals include reducing time-to-performance in the field and attaining sales quota on a continual basis. Participants will leave the workshop with the necessary tools and skills to execute effective sales calls, keep their pipeline filled with qualified sales opportunities, and effectively manage business in their territory or module. |
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POWER BASE CHANNEL MANAGEMENT |
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Channel Account Managers responsible for managing multiple channel partnerships within a competitive sales environment |
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A completed Channel Management Development Guide |
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2 days |
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| This workshop equips Channel Account Managers with skills and tools they need to retain and grow profitable long-term channel partnerships. The program focuses on the development of Collaborative Channel Partnerships by increasing participant channel understanding and management skills. Participants will leave the workshop with a completed Channel Management Development Guide for a primary channel partner and a repeatable process that can be used to effectively manage all partners within a module. |
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POWER BASE TELESALES |
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Telesales professionals who have multiple account responsibilities in a high-volume, in-bound or out-bound telesales environment |
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Skills enhancement related to essential sales practices |
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2–3 days |
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| Telesales professionals participating in this workshop will gain vital skills and learn practical techniques that are critical to increasing sales activity in a high-volume, in-bound or out-bound telesales environment. In addition, the program will provide instruction on how to effectively partner with outside sales on major opportunities and account planning. |
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POWER BASE MARKETING ALIGNMENT |
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Marketing professionals who support the sales organization |
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A completed Competitive Playbook |
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2 days |
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| This workshop improves the positioning of an organization's marketing department as an active and valued partner to the sales execution of the Holden sales methodology. In the workshop, participants complete a “Competitive Playbook” on a solution offering and focus on the alignment of marketing collateral, development of value messages, and competitive intelligence. |
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