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Recognized as the pioneer of the sales effectiveness industry with the introduction
of Power Base Selling in the 1970s, Holden International continues to provide thought
leadership on the most important issues facing salespeople and leaders today. |
Please select one of our recent white papers from the list below that you would
like to receive: |
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Finding Your Competitive Advantage: Product is Not Enough NEW!! | |
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In today's hypercompetitive marketplace, having a Compete Sales Strategy is essential to your success. Relying on the value of what you sell is simply not enough. Sellers must change their focus, with new concentration on developing relationships and recognizing influence, in order to oufox the competition.
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The Power Within the Russian Executive National Power Base |
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Penetrating new accounts or defeating strong competitors requires effective strategy. Core to such strategy is political horsepower, where differencing between influence and authority is essential. By examining the distribution of influence at the executive national level within Russia, we can see how Putin learned to develop a skillful approach to understanding and managing both people and information to build vision and influence.
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| Insight-Driven Selling: Refining Raw Data into the Wisdom that Drives Action
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| In this age of information overload, successful sales organizations need to consolidate raw data into actionable selling insights. In this white paper, Holden provides some practical implementation steps to develop insight-- the ability to derive relevant value from information in order to promise business improvement for the customer. |
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The Essence of Sales 2.0: Driving Top Line and Market Share |
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Have you ever launched a sales campaign after receiving an RFP? How did you feel about that?
Not so good, right? The play in today’s challenging market is to transform from traditional
selling to more of a business development orientation. Business development, aided by Sales 2.0
technology, drives multi-point collaboration which increases top line and market share. Request
this whitepaper to explore the link between Sales 2.0 and driving market share in perhaps the most
challenging market environment ever. |
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Software That Sings |
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Do today's CRM software systems provide real value to salespeople, ensuring sustainable
adoption? Insight from the last 100,000 salespeople with whom Holden International
has worked suggests that a key element to success is still missing—one that first
surfaced after Napoleon's invasion of Russia in 1812.
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Creating Demand |
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In the nontraditional arena of creating demand, salespeople work to discover potential
to produce value that clients themselves are not yet aware of, along with
an approach to realize that value. This type of advanced selling requires skilled
individual execution and powerful organizational empowerment that, if successful,
results in lasting geometric revenue growth, increased margins, and enhanced customer
loyalty.
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Competitive Strategy: Engaging and Defeating the Competition |
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In order to achieve the ultimate goal of improving a customer's business, salespeople
must understand how to create and execute sales strategies that engage and defeat
their competition. The lessons learned from military special operations will serve
competitive salespeople well. The INDIRECT strategy of identifying, creating, and
exploiting unexpected competitive vulnerability through a process of planning, preparation,
and execution that adheres to the right mission qualities will provide salespeople
with a nontraditional source of competitive advantage. This innovative thinking
is the Sun Tzu of the future.
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REQUEST A WHITE PAPER |
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