Holden – Vendor Separate IP. Copyright © 2014 Holden LLC. Holden Confidential and ProprietaryInformation
containing Holden...
Holden – Vendor Separate IP. Copyright © 2014 Holden LLC. Holden Confidential and ProprietaryInformation
containing Holden...
Holden – Vendor Separate IP. Copyright © 2014 Holden LLC. Holden Confidential and ProprietaryInformation
containing Holden...
Enabling Your Large Sales Force
to Create Demand: Selling to Customers Who
Don’t Know They NeedYou (Yet!)
Paul Dillon, SVP...
Holden – Vendor Separate IP. Copyright © 2014 Holden LLC. Holden Confidential and ProprietaryInformation
containing Holden...
Holden – Vendor Separate IP. Copyright © 2014 Holden LLC. Holden Confidential and ProprietaryInformation
containing Holden...
Holden – Vendor Separate IP. Copyright © 2014 Holden LLC. Holden Confidential and ProprietaryInformation
containing Holden...
Holden – Vendor Separate IP. Copyright © 2014 Holden LLC. Holden Confidential and ProprietaryInformation
containing Holden...
Holden – Vendor Separate IP. Copyright © 2014 Holden LLC. Holden Confidential and ProprietaryInformation
containing Holden...
Holden – Vendor Separate IP. Copyright © 2014 Holden LLC. Holden Confidential and ProprietaryInformation
containing Holden...
Holden – Vendor Separate IP. Copyright © 2014 Holden LLC. Holden Confidential and ProprietaryInformation
containing Holden...
Holden – Vendor Separate IP. Copyright © 2014 Holden LLC. Holden Confidential and ProprietaryInformation
containing Holden...
Holden – Vendor Separate IP. Copyright © 2014 Holden LLC. Holden Confidential and ProprietaryInformation
containing Holden...
Holden – Vendor Separate IP. Copyright © 2014 Holden LLC. Holden Confidential and ProprietaryInformation
containing Holden...
Holden – Vendor Separate IP. Copyright © 2014 Holden LLC. Holden Confidential and ProprietaryInformation
containing Holden...
Holden – Vendor Separate IP. Copyright © 2014 Holden LLC. Holden Confidential and ProprietaryInformation
containing Holden...
Holden – Vendor Separate IP. Copyright © 2014 Holden LLC. Holden Confidential and ProprietaryInformation
containing Holden...
Holden – Vendor Separate IP. Copyright © 2014 Holden LLC. Holden Confidential and ProprietaryInformation
containing Holden...
Holden – Vendor Separate IP. Copyright © 2014 Holden LLC. Holden Confidential and ProprietaryInformation
containing Holden...
Paul Dillon
SVP, Holden International
(312) 476 – 8724
p.dillon@holdenintl.com
Matt Martin
SVP, Holden International
(312)...
Thank you
Formoreinformation
SAVO Web Site: www.savogroup.com
Sales First Nation: www.savogroup.com/sales-first-nation/
SA...
Enabling Your Large Sales Force to Create Demand: Selling to Customers Who Don’t Know They Need You (Yet!)
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Enabling Your Large Sales Force to Create Demand: Selling to Customers Who Don’t Know They Need You (Yet!)

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Holden teaches viewers how to leverage people, process, and technology to scale the right mindset, behavior, and infrastructure across a large and geographically diverse sales force. Enable your sellers to significantly build your pipeline by creating demand in accounts that are not currently seeking your offerings.

Published in: Sales, Business, Education
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Enabling Your Large Sales Force to Create Demand: Selling to Customers Who Don’t Know They Need You (Yet!)

  1. 1. Holden – Vendor Separate IP. Copyright © 2014 Holden LLC. Holden Confidential and ProprietaryInformation containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.2
  2. 2. Holden – Vendor Separate IP. Copyright © 2014 Holden LLC. Holden Confidential and ProprietaryInformation containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.3 Selling: Art or Science? OR
  3. 3. Holden – Vendor Separate IP. Copyright © 2014 Holden LLC. Holden Confidential and ProprietaryInformation containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.4 A Dizzying Sensation Implications Cost Scrutiny Stakeholders Competition Online Distribution Access to Information Recession Globalization Seller Productivity Pipeline Digital Marketing
  4. 4. Enabling Your Large Sales Force to Create Demand: Selling to Customers Who Don’t Know They NeedYou (Yet!) Paul Dillon, SVP │ Matt Martin, SVP
  5. 5. Holden – Vendor Separate IP. Copyright © 2014 Holden LLC. Holden Confidential and ProprietaryInformation containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.6 “The New Power Base Selling represents an important advance for the profession of selling.” Surveyed 28,463 Sellers 80 Question Survey Conducted 50,000+ competitive deal reviews 313 Companies 42% Revenue > $5B 59% Revenue > $1B Range of Industries - Bill McDermott, CEO Holden’s Research
  6. 6. Holden – Vendor Separate IP. Copyright © 2014 Holden LLC. Holden Confidential and ProprietaryInformation containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.7 Holden’s Four Stage Model
  7. 7. Holden – Vendor Separate IP. Copyright © 2014 Holden LLC. Holden Confidential and ProprietaryInformation containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.8 Building a Demand Creation Sales Force Instill New Mindset Drive New Selling Skills & Behaviors Update Sales Infrastructure to Scale Insight 1 2 3
  8. 8. Holden – Vendor Separate IP. Copyright © 2014 Holden LLC. Holden Confidential and ProprietaryInformation containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.9 Instill New Mindset 1
  9. 9. Holden – Vendor Separate IP. Copyright © 2014 Holden LLC. Holden Confidential and ProprietaryInformation containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.10 New Mindset Creating Demand Servicing Demand vs  Bold  Conservative  Ambiguity  Structure  Conceptual  Tactical  Conviction  Proof  Insider status  Win a deal (Desired: Stage III & IV) (Not Desired: Stage I & II)
  10. 10. Holden – Vendor Separate IP. Copyright © 2014 Holden LLC. Holden Confidential and ProprietaryInformation containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.11 Drive New Selling Skills & Behaviors 2
  11. 11. Holden – Vendor Separate IP. Copyright © 2014 Holden LLC. Holden Confidential and ProprietaryInformation containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.12 Skills and Behaviors for Creating Demand The Three Intangibles Politics Unexpected Value Strategy Drive Market Share & Customer Loyalty
  12. 12. Holden – Vendor Separate IP. Copyright © 2014 Holden LLC. Holden Confidential and ProprietaryInformation containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.13 The Three Intangibles: Politics (Influence) Support Base Map® Executive Stakeholders Operational Stakeholder End User
  13. 13. Holden – Vendor Separate IP. Copyright © 2014 Holden LLC. Holden Confidential and ProprietaryInformation containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.14 The Three Intangibles: Value & Strategy Unexpected Value Departmental Level Business Unit Level Corporate Executive Level CONTAINMENT DIVISIONAL INDIRECT DIRECT Compete Strategy
  14. 14. Holden – Vendor Separate IP. Copyright © 2014 Holden LLC. Holden Confidential and ProprietaryInformation containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.15 Update Sales Infrastructure to Scale Insight 3
  15. 15. Holden – Vendor Separate IP. Copyright © 2014 Holden LLC. Holden Confidential and ProprietaryInformation containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.16 Updated Sales Infrastructure Move from Training to Performance System
  16. 16. Holden – Vendor Separate IP. Copyright © 2014 Holden LLC. Holden Confidential and ProprietaryInformation containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.17 Moving Up the “Knowledge Continuum” – Focus on Insight
  17. 17. Holden – Vendor Separate IP. Copyright © 2014 Holden LLC. Holden Confidential and ProprietaryInformation containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.18 Updated Sales Infrastructure – Scaling Insight Methodology & Training Coaching, Software & e-learning Change Management SAVO “Aggregator of Knowledge and Resources”
  18. 18. Holden – Vendor Separate IP. Copyright © 2014 Holden LLC. Holden Confidential and ProprietaryInformation containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.19 Case Study: IT Related CompanyHQ in Europe with $10+ billion in revenue Challenges  Build pipeline for new offerings  Grow large global accounts Actions Outcome → Demand creation assessment, methodology, training and software → “InfrastructureWeek”: PipelineManagement, Marketing, HR  Added $500 million to pipeline in 4 months  Transforming sales engine for 2014
  19. 19. Holden – Vendor Separate IP. Copyright © 2014 Holden LLC. Holden Confidential and ProprietaryInformation containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.20 What Can You Start Doing Today? 22 INSTILL NEW MINDSET 1 DRIVE NEW SELLING BEHAVIORS & SKILLS 2 UPDATE SALES INFRASTRUCTURE TO SCALE INSIGHT 3
  20. 20. Paul Dillon SVP, Holden International (312) 476 – 8724 p.dillon@holdenintl.com Matt Martin SVP, Holden International (312) 476 – 8730 m.martin@holdenintl.com www.holdenintl.com
  21. 21. Thank you Formoreinformation SAVO Web Site: www.savogroup.com Sales First Nation: www.savogroup.com/sales-first-nation/ SAVO Products: www.savogroup.com/products/ SAVO Phone: 312-276-7700

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