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POWER BASE® SELLING<br />Winning Competitive Opportunities<br />www.holdenintl.com<br />(312) 476-8700<br />
There is only one reason sales people lose orders… <br />…they are outsold<br />What are you counting on to win?<br />®<br />
Account Landscape<br />Business Context of Selling<br />Sales Objective<br />WINNING<br />SALES<br />PLAN<br />(WSP)<br />...
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 3</li></ul>2. Opportunity Score<br />E<br />M<br />O<br />Value Relevance<br />3. Value Relevance<br />Political Alinment...
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  1. 1. POWER BASE® SELLING<br />Winning Competitive Opportunities<br />www.holdenintl.com<br />(312) 476-8700<br />
  2. 2. There is only one reason sales people lose orders… <br />…they are outsold<br />What are you counting on to win?<br />®<br />
  3. 3. Account Landscape<br />Business Context of Selling<br />Sales Objective<br />WINNING<br />SALES<br />PLAN<br />(WSP)<br />WINNING<br />SALES<br />PLAN<br />(WSP)<br />WINNING<br />SALES<br />PLAN<br />(WSP)<br />1. Sales Objective<br />Opportunity Score<br /><ul><li> 1
  4. 4. 2
  5. 5. 3</li></ul>2. Opportunity Score<br />E<br />M<br />O<br />Value Relevance<br />3. Value Relevance<br />Political Alinment<br />4. Political Alignment<br />Competitive Strategy<br />5. Compete Strategy<br />
  6. 6. Degrees of Influence<br />
  7. 7. Join The Fox Den by visiting: http://foxden.holdenintl.com<br />Sign Up<br />
  • dgnewberry

    Dec. 12, 2014

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