Sales Proficiency

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Matt Martin, Senior Vice President Consulting Services of Holden International, explains the Four Stage Model of Sales Proficiency.

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Sales Proficiency

  1. 1. The Fox Den<br />Holden International Alumni Network<br />Matt Martin<br />Vice President Consulting Services<br />
  2. 2. How to reach a level 24 out of 25 sales professionals never will<br />
  3. 3. The Four Stage Model <br />of Sales Proficiency<br />Matt Martin<br />Vice President Consulting Services<br />
  4. 4. 12 year study of 28,000 enterprise sellers worldwide<br />
  5. 5. Stage <br />1 & 2:<br />
  6. 6. Stage 3 & 4:<br />
  7. 7. Stage One: <br />Product Selling<br />Matt Martin<br />Vice President Consulting Services<br />
  8. 8.
  9. 9. Value<br />Selling<br />
  10. 10. Stage Two:<br />Solution Selling<br />
  11. 11. Stage Two Sellers:<br />53%<br />
  12. 12. Stage Three:<br />Political Selling<br />
  13. 13. Quantum Leap<br />
  14. 14. Stage Four:<br />Strategic Selling<br />
  15. 15. Value is tied to the organizational goals of senior management<br />
  16. 16. Strategic Selling<br />
  17. 17. What does it take to RAISE your game?<br />
  18. 18. Work Smarter<br />Not Harder<br />
  19. 19. Outfox the pack & Outsell your Competition<br />
  20. 20. The Fox Den<br />Holden International Alumni Network<br />Matt Martin<br />Vice President Consulting Services<br />

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