Many Holden clients are bringing new products and services to new markets and realizing that this requires new sales behaviors and competencies.
Unlike servicing demand – where sellers can sometimes get away with counting on “what” they are selling versus “how” they are selling to win – creating demand works only in the “how” domain. Specifically, it requires the seller to discover the potential to create Unexpected Value along with a plan that enables the customer to realize that value, thereby creating market share that does not exist.
Creating demand is attractive to your customers because it represents the essence of customer value: accelerating their business in a way that they did not anticipate.
Holden’s Demand Generation methodology results in: