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About Us |
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Holden International, the published authority and thought leader, 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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Power Base Selling: Secrets of an Ivy League Street Fighter
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By: Jim Holden |
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
advice that salespeople can take 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 strengthening
their position with the customer while, at the same time, weakening the competition.
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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 applications. Building on the Power
Base theory first offered in Power Base Selling, Holden provides tips and tools
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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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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