The Holden Adaptive Platform has delivered results to clients around the world. Through the years, Holden clients have experienced:
Below are some statements about how we have delivered game-changing results to partners across industries.
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“The sales world now has an updated guide that takes into account the timeless realities of human nature - as well as the contemporary tools that can empower a sales team to capitalize on that nature.”
- Bill McDermott_____________________________________________________
“Holden [has] elevated sales to a scientific process that enables sellers to provide exceptional value to their customers.”
- Lou Ebling_____________________________________________________
“It’s time to retire the ‘Glengarry leads’ mentality of sales effectiveness and take an objective, academic look at the science of selling. Holden [delivers] a provocative and thoughtful message that up-levels the sales profession to its rightful place in the corporate value chain.”
- Peter Ostrow_____________________________________________________
“I’ve been a Holden disciple for a number of years, having found the processes and insights invaluable in helping me to understand how to win in an increasingly complex and crowded marketplace. … [Holden] demonstrates a repeatable, scalable process that will enable any sales force to increase the value of what they sell by establishing sales superiority.”
- Woody Sessoms_____________________________________________________
“The key today is relevance and success in an increasingly competitive and complex selling environment. The transition from a product and relationship orientation to a model of Political Alignment, Value Creation, and Competitive Differentiation yields more wins, trusted advisor status with customers, and larger commission payouts.”
- Geoff Nyheim Vice President Cloud Services Sales, Microsoft_____________________________________________________
“This is essential in today’s environment. The continual focus on all aspects of your customer’s business—politics, competition, value chain, business environment—are crucial for success. I also love the introduction of using social media as an effective sales tool in the selling process. This is a playbook that I would recommend to any sales organization struggling to compete in today’s competitive environment.”
- Greg Baur_____________________________________________________
“[Holden] provides … the knowledge to make the right investment decisions regarding sales opportunities. The methodologies described … take the guesswork out of assessing the quality of your sales pipeline and ultimately enable executives to lead a more intelligent sales engine. Intergraph has long been recognized as a leader in protecting lives and property through its software. After implementing the Holden method, sales excellence also became a core competency of Intergraph in just 24 months.”
- Bill Campbell_____________________________________________________
“Holden identifies the doctrine and practices for leveraging political insight, creating unexpected client value, and formulating highly effective strategies to quickly achieve relative superiority and obtain a decisive advantage in any sales environment. They have successfully brought Sun Tzu into the twenty-first century!”
- Kevin Nowak_____________________________________________________
“I was spellbound by the new ideas presented and the concepts of Political Advantage, Value Creation, and Compete Strategy. Sellers must advance from information providers to Customer Advisors, and Holden tells us exactly how to do it using language and examples that are both engaging and compelling.”
- Rosemarie Mitchell_____________________________________________________
“[Holden has] created an MBA program for selling where all sales professionals can advance to Stage IV Customer Advisors, providing Unexpected Value to customers while driving up win rates.”
- Garth Carter_____________________________________________________
“In 1999, when I was running sales for Sprint, we deployed Holden… and we proceeded to win 13 strategic accounts over the next 13 months. My next opportunity to deploy Holden principles came 10 years later at International Game Technology, and we are back again as a dominant force in the marketplace.”
- Eric Tom_____________________________________________________
“Great not only for salespeople but also for executives to better understand their own sales team and those of competitors.”
- Doug Lee_____________________________________________________
“This book enables salespeople to develop a fox-inspired strategy to create a path through the minefields of corporate politics, up the slippery slopes of influence, and into the gilded halls of power. It will help business-to-business salespeople outfox their competition and rake in millions of dollars in new sales.”
- Gerhard Gschwandtner_____________________________________________________
“As an executive coach and trainer for more than 30 years, I see this book as the holy grail of real selling. It outlines what everyone in a Power Base knows and understands. If you face any politics in sales (who doesn’t?), you must read this book.”
- Bailey Allard_____________________________________________________
“As an investor in the venture capital/private equity space who focuses on investing in high-growth founder-owned businesses, I spend a significant amount of my time in the process of selling... Yet business schools typically spend very little time on the topic of selling strategy. [Holden] provides an advanced MBA of selling to drive significant enterprise value.”
- Brian Shortsleeve_____________________________________________________
“For the sales that matter—and every targeted sale matters—this approach provides the safety net to allow you to answer the question ‘Have I done everything I can to prepare for this close?’ with a resounding ‘Yes!’ So many companies have focused on cutting costs for so many years that they have forgotten the skills necessary to create value for customers.”
- Jim Dyke_____________________________________________________
“I have leveraged this approach across multiple companies and have found that the principles hold true for seasoned sellers, as well as those just starting out. But, independent of experience, the only way for sellers to remain relevant with customers and partners is to demonstrate that they understand their business and politics while providing Unexpected Value.”
- Nancy Stickney_____________________________________________________
"The combination of working on real-life accounts and the fact that the Holden instructors have strong business and sales backgrounds makes the training actionable. I’ve been to many trainings in my day, but this one I will remember as one of the finest. Thank you, Holden!”
- Account Manager, Large IT Company, U.S.
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“In the key account I worked on in the course, we were able to generate a win-win situation for both companies, while maintaining significant margins, eliminating internal competition, and obtaining incremental future sales commitments in writing.
Having a tool like efox software reinforced our daily account actions by grading the possible impacts on our position with the customer in real-time. I have tried to use other sales tracking tools, and nothing compares to understanding your selling strengths and weaknesses like the Holden selling solutions."
- Regional Sales Manager, Large Defense Company, U.S._____________________________________________________
“The very next week after our Holden training, we implemented the strategies and tactics that Holden taught us and closed two separate orders from a key prospect we have been trying to close for quite some time. This is quite a milestone, as it has been four years now that this customer has purchased from us rather than from our competition. Holden contributed to our success. Thank you, Holden, for the insight!”
- Account Executive, Large Manufacturing Company, Europe_____________________________________________________
“To support our ability to accelerate top-line sales growth, we implemented Holden... The result was a 30% increase in pipeline volume and the establishment of an offensive mindset within our sales organization.”
- V.P. Sales, Mid-Market IT Services Company, U.S._____________________________________________________
“Very soon after our Holden training, we went out and closed the big deal we were working on during the training. We gave our competitor a bloody nose to the tune of $5M. Implementing the Holden approach has helped me achieve about 130% of plan already for the year!"
- Account Executive, Large IT Company, U.S._____________________________________________________
“The recent implementation of Holden ... enabled our sales team to tangibly determine key influential Executives in the decision-making process and structure a way to understand their buying motivations, resulting in our ability to secure a strategic $1M opportunity!”
- Sales Manager, Large IT Company, India_____________________________________________________
“I have closed two prospects since training and am fast-tracking another that would have stalled forever if I didn't learn all of that great information from Holden.”
- Account Executive, Large IT Company, U.S._____________________________________________________
“Holden is the best sales training I have ever attended, because it is clear, systematic, and easy to digest and implement immediately. The local examples and interactivity made the course interesting and relevant from beginning to end.”
- Country Manager, Large Software Company, Middle East_____________________________________________________
“Holden did a great job providing a sales mentality and actionable tools to help build a sales culture in our organization.”
- Business Development Manager, Mid-Market Financial Services, U.S.