When we go into a new account for the first time and engage the client, we also silently engage the competition. As AEs, we know this. It’s nothing new. We qualify the account, seek to understand the opportunities, and work a solid sales methodology in accordance with our individual selling styles that vary as personalities ... Read More >
Holden, a leader in innovative sales transformation, consulting and training won a coveted Brandon Hall Group gold award for excellence in the Program for Sales Training and Performance category. Holden’s win was announced on September 7, 2017. The winners are listed here. “Excellence Award winners symbolize the power and impact that Human Capital Management ... Read More >
It’s not uncommon for there to be two phases in the customer buying process, a down select phase and a finalist phase. Yet, for many, there is only one sales campaign, even though the competitive landscape may change dramatically, shifting from an array of competitors to just a few with the lead competitor potentially moving ... Read More >
As seasoned account executives, we know the drill when it comes to executive meetings: The preparation we do up front How we set up the call logistically The pleasantries, as we open the meeting The value positioning to capture interest Asking the right questions and listening carefully to the responses Enhancing, in real time, the solution approach to better align with ... Read More >