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Power Base® Compete Strategy enables sellers to develop insight into competitive must-win deals in a way that is coachable and sustainable. How? By making Compete Selling a management science that can be understood and replicated throughout your organization.

What is Compete Selling? Compete Selling is developing insightful direction to win.

Insightful = Sales Leadership and Coaching the ability to derive relevant value from information in order to position business improvements for customer that is (1) differentiated from the competition and (2) supported by the customer's Power Base®
Direction = Sales Leadership and Coaching the right sales activities in the right order at the right time
Win = Sales Training customer business improvement + seller revenue and growth profit, achieved by defeating the competitor's strategy

Holden's Power Base® Compete Selling training workshops are all about engaging and defeating competition at every level–whether in an individual sales opportunity, across a range of accounts, or throughout an entire territory. The result: winning your customers' loyalty and capturing the associated benefits of increased revenue growth, higher profit margins, and shorter sales cycles.

Below is a sample list of Holden workshops. Please contact us to determine which courses will have the most impact for your organization.

POWER BASE® SELLING
Audience Sellers at any level Modality Instructor-led classroom with option of Virtual Classroom follow up
Output Winning Sales Plan for an actual “live” sales opportunity Length 2 days
Pre-Reqs None;  this is a foundation for more advanced Power Base®  Compete Strategy Learning Application to live deals + multimedia simulation and case study
Companion Programs Power Base® Compete, Compete Sales Manager Coaching, Compete Account Strategy, Compete Territory Strategy # of Students Up to 20
Pre-Work Completed Account Landscape

Win competitive sales opportunities through a full opportunity management methodology. See how to create and position value in a way that sets you apart from your competition, and is recognized by your customer's Power Base®. Participants emerge with a documented “Winning Sales Plan” to win an actual, live sales opportunity with increased customer satisfaction and loyalty, a higher win rate, shorter sales cycles, a lower cost of sale, and a higher selling margin.

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POWER BASE® COMPETE SELLING
Audience Advanced Sellers Modality Instructor-led classroom with option of Virtual Classroom follow up
Output Compete Strategy for a specific "live" opportunity Length 2 days
Pre-Reqs Power Base® Selling Learning Application to live deals + multimedia simulation and case study
Companion Programs Power Base® Compete Sales Manager Coaching, Compete Account Strategy, Compete Territory Strategy # of Students Up to 20
Pre-Work Completed Account Landscape

To win in competitive selling situations, you need a clear answer to the question, "What are you counting on to win?" Holden International, the leader in competitive sales strategy, offers a program that helps sellers win competitive sales opportunities by creating and executing a working Compete Strategy. Studying an actual live sales opportunity, you will move beyond the accumulation of raw data to develop insightful direction-- basing your sales activities on the ability to derive relevant value from information, in order to position business improvement for your customer that is: 1) differentiated from your competition, and 2) supported by the customer's Power Base® .

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POWER BASE® COMPETE ACCOUNT STRATEGY
Audience Sellers managing large accounts Modality Instructor-led classroom with option of Virtual Classroom follow up
Output Account Plan (2 pages) Length 2 days
Pre-Reqs Power Base® Selling Learning Application to live deals + multimedia simulation and case study
Companion Programs Power Base® Compete, Compete Sales Manager Coaching,  Compete Territory Strategy # of Students Up to 20
Pre-Work Completed Account Landscape
 

This course shows sellers how to formulate a Power Base® Compete Account Strategy. Participants emerge with a written Account Plan that distills all vital insights on a specific, live selling situation into a document that is no more than two pages long. This discipline helps accelerate the further penetration and development of key accounts, builds strong political alignment with key corporate executives, and provides unexpected value to your customer's organization in order to grow your account and also protect the account from competitive campaigns and threats.

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POWER BASE® COMPETE TERRITORY STRATEGY
Audience Territory Managers Modality Instructor-led classroom with option of Virtual Classroom follow up
Output Territory Strategy Plan (2 pages) Length 2 days
Pre-Reqs None Learning Application to live deals + multimedia simulation and case study
Companion Programs Power Base® Compete, Compete Sales Manager Coaching,  Compete Account Strategy # of Students Up to 20
Pre-Work Completed Account Landscape

This program shows sellers how to adopt a dynamic and ongoing territory management process. Upon completion, you will be equipped to accelerate the further penetration and development of key territories, prioritize your time to focus on high impact / low cost sales efforts, position value at the territory level so you can differentiate your offering and protect yourself from competitive threats, and lessen your dependence on circumstantial environmental factors to keep yourself in command of the sales relationship.

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POWER BASE® COMPETE REINFORCERS
Audience Sellers at any level Modality Instructor-led classroom with option of Virtual Classroom follow up
Output Enhanced Winning Sales Plan Length 2 days
Pre-Reqs Power Base® Selling Learning Application to live deals + multimedia simulation and case study
Companion Programs Power Base® Compete, Compete Sales Manager Coaching,  Compete Account Strategy, Compete Territory Strategy # of Students Up to 20
Pre-Work Completed Account Landscape

These programs are designed to reinforce and enhance key principles learned in the Power Base® Selling program. Reinforcers are available for all parts of Power Base® Selling, with the most common being one day for Value Relevance, one day for Political Alignment and one day for Competitive Strategy. Content and pace depends on the selling team's ability and interests.

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