Holden International, the published authority and thought leader, has authored groundbreaking books in the subject of sales process improvement. We also employ published thought leaders who share the same enthusiasm as we do for sales. Those books can be seen below:
Power Base Selling: Secrets Of An Ivy League Street Fighter 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 a competitive salesperson, capable of strengthening their position with the customer, while at the same time, weakening the competition.
World Class Selling: The Crossroads of Customer, Sales, Marketing and Technology 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.
The Selling Fox: A Field Guide For Dynamic Sales Performance 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.
Compete & Win in Telecom Sales By: Philip Max Kay Philip Max Kay is a Holden consultant who has been involved with the telecommunications industry for more than 30 years. Prior to joining Holden, Kay worked as an independent industry trainer, and it was during this period that Kay took his understanding of telecommunications sales challenges and industry experience to parlay that into a book entitled "Compete & Win in Telecom Sales". Kay's book provides real-world experience, industry-specific processes and keen insights. Written in a logical and easy-to-follow format, Kay outlines an eight-step process to lead sales professionals to success. This book is also available in Chinese