To succeed in today's market, the best sellers are no longer relying on traditional advantages inherent in their company’s product, price, and brand. They seek more than a “quote and hope” approach.
How? By understanding sales as a management science, particularly as it relates to employing sales strategy. For Holden clients, sales strategy answers the crucial question, “how are you going to improve your customer’s business and grow your company’s profits by defeating a competitor trying to do the same thing?”
Insight from 28,000 seller surveys and 50,000 live deal reviews outline three specific nontraditional sources of competitive advantage that the best sellers both “see” and “manage,” while others do not, enabling them to lead the change in this market.
Specifically, Holden’s methodology for winning deals teaches how the best sellers:
We train using sellers' own live deals to ensure maximum classroom learning and immediate use in their own work life. Once sellers are equipped with new skills and behaviors to win, we shift our focus to enabling repeated use and success of what they’ve learned in the classroom through sales manager coaching and live deal reviews.
High performing sellers not only win deals, they maximize value for their customers and deliver profits for their own companies. Our selling system has packaged insight from these high performing seller’s behaviors into a full sales development program.