Is your sales pipeline big enough to achieve your goals? Do your sales and business development teams have the right mindset and support to create demand for your offerings?
Learn what you can do right now to enable your sales engine to significantly build your pipeline by creating demand in accounts that are not seeking your offerings and/or do not initially recognize a need for what you can offer.
Because “selling” is a business discipline missing from most MBA programs and research, our expert speakers from sales consulting and training leader Holden International, embarked on 12 year research project to answer these questions empirically. Their research is the basis of their book, The New Power Base Selling: Lessons from 28,000 Sellers and 50,000 Deals (published by Wiley & Sons with Forward from Bill McDermott, CEO of SAP) which presents superior selling as a management science that can be replicated across an organization. The result is higher revenue, customer loyalty, and market share, above and beyond what is possible through your product, price, and brand.
Holden aims to provide insight that will enable you to make your sales force a significant competitive advantage.
RYAN KUBACKI is President of Holden International and a recognized authority in making business development a sustainable competitive advantage. Prior to joining Holden, Mr. Kubacki was with Microsoft Corporation, where he held sales and marketing leadership roles in both the field and headquarters, including directing sales operations and field marketing for an 18-state region with a $1.4 billion quota. Mr. Kubacki has an undergrad degree in Government from Harvard College and a MBA from the Harvard Business School. Mr. Kubacki is a member of the CEO Roundtable.
MATT MARTIN is Senior Vice President of Holden International. An expert in sales effectiveness, Mr. Martin runs Holden’s training and consulting business and has spearheaded numerous strategic consulting engagements and facilitated hundreds of large deal pursuit clinics throughout North America, Europe, Asia, Australia and the Middle East. Prior to joining Holden, Mr. Martin was a recognized sales leader at The Coca-Cola Company where he functioned as National Account Executive on Coca-Cola’s largest global account, McDonald’s Corporation.
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