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 that successful sales consulting and sales management training must address today. |
Please select one of our recent white papers from the list below that you would
like to receive: |
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Selling: Art or Science? |
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| Having been in the sales training business for more than 30 years, we have seen all manner of sellers; strong performers, average sellers, and those who just don’t make the grade. But behind all of this has always been the debate as to whether sales is an art or a science, almost to suggest that for some, sellers are born and not made. |
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Finding Your Competitive Advantage: Product is Not Enough | |
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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 outfox the competition.
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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. |
| Political Case Study: The Russian Executive National Power Base |
| Penetrating new accounts or defeating strong competitors requires effective strategy. Core to such strategy is political horsepower, where differentiating between influence and authority is essential. By examining the distribution of influence at the executive national level within Russia, we can see how Vladimir Putin learned to develop a skillful approach to understanding and managing both people and information to build vision and influence. |
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