niall – Proaptivity

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So far niall has created 215 blog entries.

Holden’s Model Knowledge

In previous blogs, we  have examined Holden’s Four Stages of Sales Proficiency and the Holden's Model Intent Holden’s Model Focus, Holden’s Model Relationship and Holden's Model Value The fifth dimension and final dimension within Holden’s Four Stages of Sales Proficiency is Holden's Model Knowledge. Holden's Model Knowledge Stage I Emerging Sellers spend most of their time amassing large [...]

By |November 27th, 2018|Blog|Comments Off on Holden’s Model Knowledge

Holden’s Model Value

In previous blogs, we  have examined Holden’s Four Stages of Sales Proficiency, Holden's Model Intent, Holden's Model Focus and Holden’s Model Relationship. The fourth dimension within Holden’s Four Stages of Sales Proficiency is Holden's Model Value. Holden's Model Value The fourth behaviour centres on value. Customers see Stage I Emerging Sellers as individuals who provide [...]

By |November 13th, 2018|Blog|Comments Off on Holden’s Model Value

Holden’s Model Relationship

In previous blogs, we  have examined Holden’s Four Stages of Sales Proficiency, Holden's Model Intent and Holden's Model Focus. The third dimension within Holden’s Four Stages of Sales Proficiency is Holden's Model Relationship Holden's Model - Relationship For the Stage I Emerging Seller, the word relationship is a misnomer. |The tendency is to focus on product [...]

By |October 30th, 2018|Blog, Sales best practices|Comments Off on Holden’s Model Relationship

Holden’s Model – Focus

In previous blogs, we  have examined Holden’s Four Stages of Sales Proficiency and the Holden's Model Intent. The second dimension within Holden’s Four Stages of Sales Proficiency is Holden's Model - Focus. Holden's Model - Focus It’s a given that all sellers address product issues. However, Stage I Emerging Sellers center most of their [...]

By |October 16th, 2018|Blog|Comments Off on Holden’s Model – Focus

Holden’s Model – Intent

In a previous blog  I looked at Holden’s Four Stages of Sales Proficiency model in relation to sales proficiency and performance. The next series of blogs will look at Holden Four Stage Model in greater detail and examining it through five dimensions Holdens Sales Proficiency levels Figure 1: Holden’s Four Stages of Sales Proficiency. These [...]

By |October 2nd, 2018|Blog, Sales best practices|Comments Off on Holden’s Model – Intent

Holden’s Four Stage Model

Recently I came across  Holden's Four Stage Model of Sales Proficiency. As a model it represents everything that I knew but was never able to articulate regarding sales performance. It provides a framework for us sales professionals to benchmark our own sales proficiency and provides a path for future selling. I hope you enjoy the [...]

By |September 18th, 2018|Blog, Sales best practices|Comments Off on Holden’s Four Stage Model

Sales Methodologies.

In my last blog I looked at Sales Processes. On reflection I thought that it was important to define how a sales processes is different to Sales Methodologies within the selling process. Fundamentally a ‘Sales Process’ is the approach to selling and the ‘Sales Methodology’ is the ‘how’ of selling as a skill set. Methodology adoption [...]

By |July 16th, 2018|Blog|Comments Off on Sales Methodologies.

Sales Processes

Sales Processes are a key element in the CRM implementations that our team at ProAptivity undertake. The implementation of a CRM system often forces organisation to look at their existing sales processes and redefine these in line with best practice. In this article I have taken a brief look at what a sales process is. [...]

By |July 2nd, 2018|Blog|Comments Off on Sales Processes

Managing Sales Performance

Managing Sales Performance In a recent post I looked at a number of sales matrix used in managing sales performance. With some many indicators available, which are the most critical for a sales leader to manager? I have selected the following 5 metrics as the most critical to a sales leader in managing sales performance. [...]

By |June 18th, 2018|Blog, Sales best practices|Comments Off on Managing Sales Performance

Inside Sales

Inside Sales Buyers are increasingly making large purchasing decisions digitally with limited or no face to face involvement. Innovative organizations are rapidly scaling inside sales teams in order to drive effectiveness and efficiency. The business world is rapidly changing. The days of staffing Inside Sales with low skill and low cost resources is [...]

By |June 4th, 2018|Blog|Comments Off on Inside Sales

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