Description
Book SynopsisA powerful complement to Power-Base Selling, Holden's latest book takes the next step up, providing a broader, more strategic view of industry trends and their impact on sales, pioneering the new concept of value chain management.
Trade Review"World Class Selling is a must for any company executive and sales professional committed to achieving world class supremacy. Jim Holden has surpassed himself." -George E. Harvey, President, Business Group AT&T Canada
"The Holden Corporation and its value concept teachings are not new to the Microsoft OEM division. For the past three years we have worked with them, immersing ourselves in their value management methodology, applying it to a variety of scenarios in our business, with excellent results. For us, World Class Selling is another great extension of what we have been practicing for some time. I'm sure it will make us an even better organization to reckon with." -Joachim Kempin, Senior Vice President, OEM Division Microsoft
"In World Class Selling, Jim Holden adds another dimension to his teaching effectiveness. The real life highs, lows, threats and accomplishments of Mary Gagan establish the drama of what selling has become . . . an outstanding book which addresses a very complicated subject in a very interesting and comprehensive way." -William Y. O'Connor, Chairman, CEO, and President GTECH Corporation
"The concepts put forth in World Class Selling, created by linking critical sales and sales related area of a business, will drive any company's ability to change as market circumstances change. Holden Corporation has been a strong, passionate and value-focused partner to ALLTEL. Their proven processes are helping link every employee, everywhere in the company, directly or indirectly to providing value to our customers." -Jeff Fox, President ALLTEL Information Services
"Using the methods Jim Holden spells out in World Class Selling, we at Origin were able to use one common language and professionalize our sales process and sales force, resulting in an increased hit rate and lower sales cost." -Peter Overakker, Executive Vice President Origin International (The Netherlands)
Table of ContentsIntroduction: Selling at the Forefront of Change 1
Value chain Management 2
Integrating Sales and Marketing 4
Integrating Sales and Human Resources 5
Your Personal Challenge 7
Chapter 1 The Competitive Landscape 10
The First Reality 12
Building Wisdom 14
Building and Evaluating Value 15
Performance Bonding 22
Building Value Propositions 26
Value-Based Relationships 30
Chapter 2 Customer Relationships 36
Value Expectations 39
FOX Hunting 52
Formulating Strategy 55
Political Competition 60
Chapter 3 The Competitive Salesperson 66
Sales Currency 69
Measuring Sales Currency 74
Political Acumen 78
Chapter 4 Competency Profiling 86
Building a Competency Map 86
Competency Profiling 92
Sales Attributes 95
Integrity and Performance 95
Chapter 5 Creating Value through Technology 99
The Technology Gap 103
A Failed Attempt 104
Formulating Value-Centric Technology Strategy 109
Automating Value-Centric Sales Methodology 112
Chapter 6 Segmenting the Market 122
Choosing the Approach 124
Defining Value Chain Levels 125
Chapter 7 The Value-Centric Transformation 135
Putting Strategy Back into Strategic Planning 136
A Missed Opportunity 137
Managing Value 139
The Entire Buying Process 140
The Customer Food Chain 146
Defining Customer Buying Patterns 152
Confronting Internal Politics 155
Chapter 8 Selling to Value 160
Accepting the Call to Action 161
Creating Value Chain Language 164
Selling to Blue Value 166
Establishing the GLOS Ratio 169
Selling to Green Value 171
Business Solutions Accounts 175
Qualifying Business Solutions Opportunities 178
Business Solutions Competencies 181
Strategic Accounts 183
Strategic Currency 190
Strategic Competencies 190
Chapter 9 Integrating Sales and Marketing 194
Approach to Market 195
Achieving Sales and Marketing Alignment 199
Marketing-to-Sales Cycle Alignment 203
Emerging Internal Opposition 210
Chapter 10 Integrating Sales and Human Resources 216
Recruiting and Selection 217
Performance Management 225
Value-Centric Compensation 229
A Blueprint for Value Chain Management 232
About the Author 243
Index 245
