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Holden International, the published authority and thought leader in sales training and consulting, has sparked the
genesis of several groundbreaking books on the subject of sales process improvement.
Among the professionals we employ are published thought leaders who share a contagious
enthusiasm for the profession of selling. This devotion is evident in their writing
and in the thorough research and original thought that informs the books they write.
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We are pleased to bring the following publications to your attention:
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The NEW Power Base Selling: Lessons from 28,000 Sellers and 50,000 Deals
Master the Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition |
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By: Jim Holden and Ryan Kubacki |
The original Power Base Selling explained how sellers gain political advantage within accounts by aligning with powerful customer individuals or “Foxes.” Based on data from one of the most comprehensive sales surveys in the sales training industry, along with more than 50,000 deal reviews, The New Power Base Selling presents sales as a management science, helping readers understand and replicate superior sales performance. It shows how high performing sellers leverage three intangibles -- politics, unexpected value, and strategy -- to win business, maximize value to their customers, and their own companies. You’ll build critical insights, including how to:
- Professionally leverage customer politics with new and advanced concepts and techniques
- Create unexpected value for customers to build new demand
- Formulate Compete Strategy-- and implement it with tactical precision
- Effectively use LinkedIn, Facebook, Twitter, and other social media tools in a sales campaign
- Increase customer satisfaction and your competitive differentiation
Understanding sales as a management science will unlock your potential to win more business, while delighting customers with unexpected business and political value.
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The Selling Fox: A Field Guide for Dynamic Sales Performance
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By: Jim Holden |
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Holden's Power Base Selling went far beyond the simple art of persuasion and turned
good salespeople into great salespeople. Now Holden introduces the next step in
the salesperson's professional evolution. Power Base Selling established the process
for effectively engaging and defeating competition. The Selling Fox will show you
how to fully execute that process. You'll not only fend off the competition, you'll
de-install them from accounts, becoming the ultimate sales performer – the Selling
Fox. |
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World Class Selling: The Crossroads of Customer, Sales,
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Marketing and Technology
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By: Jim Holden |
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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. 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. Building on the Power
Base theory first offered in Power Base Selling, Holden provides tips and techniques
for managing competition, identifying Power Base allies and enemies, aligning
with corporate Foxes, and dealing with the ever-present specter of internal company
politics. |
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Power Base Selling: Secrets of an Ivy League Street Fighter
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By: Jim Holden |
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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. |
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