Sales best practices

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 For the Stage I Emerging Seller, the word relationship is a misnomer. |The tendency is to focus on product renders interaction with the customer casual …

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Sales Metrics

How many sales metrics are you using to make strategic decisions? The recent explosion of business intelligence and analytics tools has resulted in an organizations ability to measure every sales metric possible. Often the problem is not a lack of KPI’s, rather too many Key performance Indicators (KPI’s). For most businesses 5 KPI’s is enough …

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Consultative Selling

“Consultative selling is an approach that focuses on creating value and building trust with the prospect. It focuses on exploring their needs before offering a solution. The salesperson’s first objective is building a relationship; their second is providing the right product.” Recent research by Gallup finds that less than half of customers believe sellers adequately …

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