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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 Leadership and Coaching 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
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 the 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 Number of Students Up to 20
Pre-Work Completed Account Landscape


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®.


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' sales 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 Number of Students Up to 20
Pre-Work Completed Account Landscape


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®.


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 Number 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.


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 Number 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.


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 Number 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.


Power Base© Compete Sales Managers Coaching
Audience Sales Managers Modality Instructor-led classroom with option of Virtual Classroom follow up
Output Ability to coach 2-hour Deal Coaching Session on must-win opportunities Length 2 days
Pre-Reqs Power Base® Selling Learning Application to live deals + multimedia simulation and case study
Companion Programs Power Base® Compete Selling, Compete Account Selling, Compete Territory Selling Number of Students Up to 20
Pre-Work Completed Account Landscape


This course shows sales managers how to drive the sustainable use of Power Base® Selling, by teaching them how to conduct a strategic Deal Coaching Session. Upon completion, managers are equipped to coach a Winning Sales Plan, and to solidify Power Base® Compete Strategy methods among their sellers by monitoring Leading Indicator behaviors (specific markers of Compete behavior adoption) as the daily standard for evaluating their sellers' performance.



Sales Alignment Model
Competitive Strategy
Creating Demand
Essence of Sales 2.0
Software that Sings
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