Publisher Description

Praise for Jim Holden's World Class Selling "World Class Selling is a must for any company executive and sales professional committed to achieving world class supremacy. Jim Holden has surpassed himself."
—George E. Harvey President, Business Group AT&T Canada "The Holden Corporation and its value concept teachings are not new to the Microsoft OEM division. For the past three years we have worked with them, immersing ourselves in their value management methodology, applying it to a variety of scenarios in our business, with excellent results. For us, World Class Selling is another great extension of what we have been practicing for some time. I'm sure it will make us an even better organization to reckon with."
—Joachim Kempin Senior Vice President, OEM Division, Microsoft "In World Class Selling, Jim Holden adds another dimension to his teaching effectiveness. The real-life highs, lows, threats to, and accomplishments of Mary Gagan establish the drama of what selling has become.an outstanding book which addresses a very complicated subject in a very interesting and comprehensive way."
—William Y. O'Connor Chairman, CEO, and President, GTECH Corporation "The concepts put forth in World Class Selling, created by linking critical sales and sales-related areas of a business, will drive any company's ability to change as market circumstances change. Holden Corporation has been a strong, passionate, and value-focused partner to ALLTEL. Their proven processes are helping to link every employee, everywhere in the company, directly or indirectly to providing value to our customers."
—Jeff Fox President, ALLTEL Information Services "Using the methods Jim Holden spells out in World Class Selling, we at Origin were able to use one common language and professionalize our sales process and sales force, resulting in an increased hit rate and lower sales cost."
—Peter Overakker Executive Vice President Origin International (The Netherlands)

Back Cover

Praise for Jim Holden's World Class Selling "World Class Selling is a must for any company executive and sales professional committed to achieving world class supremacy. Jim Holden has surpassed himself." -George E. Harvey President, Business Group AT&T Canada "The Holden Corporation and its value concept teachings are not new to the Microsoft OEM division. For the past three years we have worked with them, immersing ourselves in their value management methodology, applying it to a variety of scenarios in our business, with excellent results. For us, World Class Selling is another great extension of what we have been practicing for some time. I'm sure it will make us an even better organization to reckon with." -Joachim Kempin Senior Vice President, OEM Division, Microsoft "In World Class Selling, Jim Holden adds another dimension to his teaching effectiveness. The real-life highs, lows, threats to, and accomplishments of Mary Gagan establish the drama of what selling has become.an outstanding book which addresses a very complicated subject in a very interesting and comprehensive way." -William Y. O'Connor Chairman, CEO, and President, GTECH Corporation "The concepts put forth in World Class Selling, created by linking critical sales and sales-related areas of a business, will drive any company's ability to change as market circumstances change. Holden Corporation has been a strong, passionate, and value-focused partner to ALLTEL. Their proven processes are helping to link every employee, everywhere in the company, directly or indirectly to providing value to our customers." -Jeff Fox President, ALLTEL Information Services "Using the methods Jim Holden spells out in World Class Selling, we at Origin were able to use one common language and professionalize our sales process and sales force, resulting in an increased hit rate and lower sales cost." -Peter Overakker Executive Vice President Origin International (The Netherlands)

Flap

World Class Selling The Crossroads of Customer, Sales, Marketing and Technology In today’s changing marketplace, the sales methods and practices of yesterday will no longer work. To stay ahead, sales and marketing professionals at every level must take on new roles. Companies must also be willing to reorganize and operate differently. But these transitions are not easily realized and, in today’s challenging business environment, are too often vigorously resisted. World Class Selling provides the personal/professional tools and the methodology needed to quickly and effectively make these transitions. Building upon the Power Base® theory introduced in his earlier book, Power Base Selling, Jim Holden presents current and future marketplace requirements, offering a broader, more strategic view of industry trends and their impact on sales. Examining in depth the significant personal and organizational implications of selling today, Holden demonstrates the best ways to ensure both your own success and that of your company. World Class Selling is written in a unique format that the author calls "personal dimensioning." In a virtual business setting, fictional characters deal with the complex new marketplace in a real-world business situation. You’ll follow a salesperson of fifteen years’ experience as she is victimized by industry trends which launch her and her company on a quest to climb the value chain ahead of the competition. You will discover how an individual can play a significant role in driving change for a company’s benefit. You will learn to navigate the minefield of infernal company politics in order to progress in today’s marketplace. You will come in contact with corporate Foxes—powerful people of high integrity—and learn how to identify them, to your advantage. You will also experience working with individuals at the other end of the spectrum, those who would advance themselves at your expense or that of their company. World Class Selling also covers such timely subjects as:

• Creating a vision for a major account over the long term, including the use of Internet technology
• Defining and measuring value to the customer, and pursuing customers in nontraditional ways
• Introducing the role of technology in providing new, highly intuitive sales performance and coaching tools, along with just-in-time training using Web-based applications
• Aligning sales, marketing, and human resources practices to create a world class business development department

For many, today’s new selling challenges will truly mean survival of only the fittest. World Class Selling will help you and your company take an active role at the forefront of change and sell successfully into the future.

Author Biography

JIM HOLDEN is the founder and CEO of Holden Corporation, an internationally recognized leader in sales and marketing effectiveness. The company has pioneered the first proven methodology to align sales and marketing in today's marketplace, working with major industries worldwide, including an impressive array of Fortune 1000 companies. Holden is the author of Power Base Selling: Secrets of an Ivy League Street Fighter, also published by Wiley.

Table of Contents

Introduction: Selling at the Forefront of Change 1 Value chain Management 2 Integrating Sales and Marketing 4 Integrating Sales and Human Resources 5 Your Personal Challenge 7 Chapter 1 The Competitive Landscape 10 The First Reality 12 Building Wisdom 14 Building and Evaluating Value 15 Performance Bonding 22 Building Value Propositions 26 Value-Based Relationships 30 Chapter 2 Customer Relationships 36 Value Expectations 39 FOX Hunting 52 Formulating Strategy 55 Political Competition 60 Chapter 3 The Competitive Salesperson 66 Sales Currency 69 Measuring Sales Currency 74 Political Acumen 78 Chapter 4 Competency Profiling 86 Building a Competency Map 86 Competency Profiling 92 Sales Attributes 95 Integrity and Performance 95 Chapter 5 Creating Value through Technology 99 The Technology Gap 103 A Failed Attempt 104 Formulating Value-Centric Technology Strategy 109 Automating Value-Centric Sales Methodology 112 Chapter 6 Segmenting the Market 122 Choosing the Approach 124 Defining Value Chain Levels 125 Chapter 7 The Value-Centric Transformation 135 Putting Strategy Back into Strategic Planning 136 A Missed Opportunity 137 Managing Value 139 The Entire Buying Process 140 The Customer Food Chain 146 Defining Customer Buying Patterns 152 Confronting Internal Politics 155 Chapter 8 Selling to Value 160 Accepting the Call to Action 161 Creating Value Chain Language 164 Selling to Blue Value 166 Establishing the GLOS Ratio 169 Selling to Green Value 171 Business Solutions Accounts 175 Qualifying Business Solutions Opportunities 178 Business Solutions Competencies 181 Strategic Accounts 183 Strategic Currency 190 Strategic Competencies 190 Chapter 9 Integrating Sales and Marketing 194 Approach to Market 195 Achieving Sales and Marketing Alignment 199 Marketing-to-Sales Cycle Alignment 203 Emerging Internal Opposition 210 Chapter 10 Integrating Sales and Human Resources 216 Recruiting and Selection 217 Performance Management 225 Value-Centric Compensation 229 A Blueprint for Value Chain Management 232 About the Author 243 Index 245

Review

"World Class Selling is a must for any company executive and sales professional committed to achieving world class supremacy. Jim Holden has surpassed himself." -George E. Harvey, President, Business Group AT&T Canada

"The Holden Corporation and its value concept teachings are not new to the Microsoft OEM division. For the past three years we have worked with them, immersing ourselves in their value management methodology, applying it to a variety of scenarios in our business, with excellent results. For us, World Class Selling is another great extension of what we have been practicing for some time. I'm sure it will make us an even better organization to reckon with." -Joachim Kempin, Senior Vice President, OEM Division Microsoft

"In World Class Selling, Jim Holden adds another dimension to his teaching effectiveness. The real life highs, lows, threats and accomplishments of Mary Gagan establish the drama of what selling has become . . . an outstanding book which addresses a very complicated subject in a very interesting and comprehensive way." -William Y. O'Connor, Chairman, CEO, and President GTECH Corporation

"The concepts put forth in World Class Selling, created by linking critical sales and sales related area of a business, will drive any company's ability to change as market circumstances change. Holden Corporation has been a strong, passionate and value-focused partner to ALLTEL. Their proven processes are helping link every employee, everywhere in the company, directly or indirectly to providing value to our customers." -Jeff Fox, President ALLTEL Information Services

"Using the methods Jim Holden spells out in World Class Selling, we at Origin were able to use one common language and professionalize our sales process and sales force, resulting in an increased hit rate and lower sales cost." -Peter Overakker, Executive Vice President Origin International (The Netherlands)

Kirkus UK Review

A book from the salesperson's perspective that considers such issues as the new selling environment, creating a vision for a major account over the long term, using Internet technology, pursuing customers in non-traditional ways, defining and measuring value to the customer. Holden explains the role of technology in enabling new, highly intuitive sales performance, and how to use coaching tools and just-in-time training. He also considers how to align marketing, sales and human resources practices to create a world-class business development (Kirkus UK)

Long Description

Praise for Jim Holden's World Class Selling "World Class Selling is a must for any company executive and sales professional committed to achieving world class supremacy. Jim Holden has surpassed himself." -George E. Harvey President, Business Group AT&T Canada "The Holden Corporation and its value concept teachings are not new to the Microsoft OEM division. For the past three years we have worked with them, immersing ourselves in their value management methodology, applying it to a variety of scenarios in our business, with excellent results. For us, World Class Selling is another great extension of what we have been practicing for some time. I'm sure it will make us an even better organization to reckon with." -Joachim Kempin Senior Vice President, OEM Division, Microsoft "In World Class Selling, Jim Holden adds another dimension to his teaching effectiveness. The real-life highs, lows, threats to, and accomplishments of Mary Gagan establish the drama of what selling has become.an outstanding book which addresses a very complicated subject in a very interesting and comprehensive way." -William Y. O'Connor Chairman, CEO, and President, GTECH Corporation "The concepts put forth in World Class Selling, created by linking critical sales and sales-related areas of a business, will drive any company's ability to change as market circumstances change. Holden Corporation has been a strong, passionate, and value-focused partner to ALLTEL. Their proven processes are helping to link every employee, everywhere in the company, directly or indirectly to providing value to our customers." -Jeff Fox President, ALLTEL Information Services "Using the methods Jim Holden spells out in World Class Selling, we at Origin were able to use one common language and professionalize our sales process and sales force, resulting in an increased hit rate and lower sales cost." -Peter Overakker Executive Vice President Origin International (The Netherlands)

Review Text

"World Class Selling is a must for any company executive and sales professional committed to achieving world class supremacy. Jim Holden has surpassed himself." -George E. Harvey, President, Business Group AT&T Canada

"The Holden Corporation and its value concept teachings are not new to the Microsoft OEM division. For the past three years we have worked with them, immersing ourselves in their value management methodology, applying it to a variety of scenarios in our business, with excellent results. For us, World Class Selling is another great extension of what we have been practicing for some time. I'm sure it will make us an even better organization to reckon with." -Joachim Kempin, Senior Vice President, OEM Division Microsoft

"In World Class Selling, Jim Holden adds another dimension to his teaching effectiveness. The real life highs, lows, threats and accomplishments of Mary Gagan establish the drama of what selling has become . . . an outstanding book which addresses a very complicated subject in a very interesting and comprehensive way." -William Y. O'Connor, Chairman, CEO, and President GTECH Corporation

"The concepts put forth in World Class Selling, created by linking critical sales and sales related area of a business, will drive any company's ability to change as market circumstances change. Holden Corporation has been a strong, passionate and value-focused partner to ALLTEL. Their proven processes are helping link every employee, everywhere in the company, directly or indirectly to providing value to our customers." -Jeff Fox, President ALLTEL Information Services

"Using the methods Jim Holden spells out in World Class Selling, we at Origin were able to use one common language and professionalize our sales process and sales force, resulting in an increased hit rate and lower sales cost." -Peter Overakker, Executive Vice President Origin International (The Netherlands)

Review Quote

"World Class Selling is a must for any company executive and sales professional committed to achieving world class supremacy. Jim Holden has surpassed himself." -George E. Harvey, President, Business Group AT&T Canada "The Holden Corporation and its value concept teachings are not new to the Microsoft OEM division. For the past three years we have worked with them, immersing ourselves in their value management methodology, applying it to a variety of scenarios in our business, with excellent results. For us, World Class Selling is another great extension of what we have been practicing for some time. I'm sure it will make us an even better organization to reckon with." -Joachim Kempin, Senior Vice President, OEM Division Microsoft "In World Class Selling, Jim Holden adds another dimension to his teaching effectiveness. The real life highs, lows, threats and accomplishments of Mary Gagan establish the drama of what selling has become . . . an outstanding book which addresses a very complicated subject in a very interesting and comprehensive way." -William Y. O'Connor, Chairman, CEO, and President GTECH Corporation "The concepts put forth in World Class Selling, created by linking critical sales and sales related area of a business, will drive any company's ability to change as market circumstances change. Holden Corporation has been a strong, passionate and value-focused partner to ALLTEL. Their proven processes are helping link every employee, everywhere in the company, directly or indirectly to providing value to our customers." -Jeff Fox, President ALLTEL Information Services "Using the methods Jim Holden spells out in World Class Selling, we at Origin were able to use one common language and professionalize our sales process and sales force, resulting in an increased hit rate and lower sales cost." -Peter Overakker, Executive Vice President Origin International (The Netherlands)

Promotional "Headline"

"World Class Selling is a must for any company executive and sales professional committed to achieving world class supremacy. Jim Holden has surpassed himself." -George E. Harvey, President, Business Group AT&T Canada"The Holden Corporation and its value concept teachings are not new to the Microsoft OEM division. For the past three years we have worked with them, immersing ourselves in their value management methodology, applying it to a variety of scenarios in our business, with excellent results. For us, World Class Selling is another great extension of what we have been practicing for some time. I'm sure it will make us an even better organization to reckon with." -Joachim Kempin, Senior Vice President, OEM Division Microsoft"In World Class Selling, Jim Holden adds another dimension to his teaching effectiveness. The real life highs, lows, threats and accomplishments of Mary Gagan establish the drama of what selling has become . . . an outstanding book which addresses a very complicated subject in a very interesting and comprehensive way." -William Y. O'Connor, Chairman, CEO, and President GTECH Corporation"The concepts put forth in World Class Selling, created by linking critical sales and sales related area of a business, will drive any company's ability to change as market circumstances change. Holden Corporation has been a strong, passionate and value-focused partner to ALLTEL. Their proven processes are helping link every employee, everywhere in the company, directly or indirectly to providing value to our customers." -Jeff Fox, President ALLTEL Information Services"Using the methods Jim Holden spells out in World Class Selling, we at Origin were able to use one common language and professionalize our sales process and sales force, resulting in an increased hit rate and lower sales cost." -Peter Overakker, Executive Vice President Origin International (The Netherlands)

Feature

A strategic, integrated look at how to stay ahead in sales in today's complex business environment. Includes extensive technology applications and engaging real-world examples. Includes the use of fictional characters to create a real-world, virtual business and personal environment.

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