As an age-old idea, salespeople often fall within one of two categories. Those who look for something and others who make something. While the hunter-gatherers would historically obtain food by foraging, collecting wild plants, and pursuing wild animals; the farmers focused on agriculture and domesticated animals for survival. Somewhere along the continuum of time, the corollary ... Read More >
Jim Holden Holden International- Compete Specialist The intent of our article titled, “SALES INTELLIGENCE,” was to provide thought leadership as it relates to building situational awareness during a sales campaign. It looked at intel gathering not from an informational point of view, but rather in terms of acquiring knowledge in a timely manner. In this article, we would like ... Read More >
Sales Intel is generally recognized as information about accounts and competition. It’s used in selling to achieve situational awareness. Like any other form of intel, it is information that needs to be accurate and timely if it is to lead to the desired positive outcomes – being down selected and then winning the business. But, ... Read More >
Written by Jim Holden, Founding Partner In the world of competitive selling there are countless sales techniques, methods, processes, concepts, and tips that range across all aspects of sales. And, many of them are helpful, appropriate, and effective. But, at the end of the day, all of that depends on one single factor – focus! If a ... Read More >