Holden – Vendor Separate IP. Copyright © 2011 Holden LLC. Holden Confidential and Proprietary Information containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consesnt of Holden.

V13

POWER BASE® SELLING

Winning Competitive Opportunities

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Holden – Vendor Separate IP. Copyright © 2011 Holden LLC. Holden Confidential and Proprietary Information containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.

2V13

Account LandscapeIntroduction

What are you counting on to win?

There is only one reason sales people lose orders…

…they are outsold

®

Holden – Vendor Separate IP. Copyright © 2011 Holden LLC. Holden Confidential and Proprietary Information containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.

3V13

Account LandscapeIntroduction®

Account LandscapeBusiness Context of Selling

Political Alinment4. Political Alignment

Opportunity Score 1 2 3

2. Opportunity Score

Sales Objective1. Sales Objective

Value RelevanceEMO

3. Value Relevance

Competitive Strategy5. Compete Strategy

WINNING

SALESPLAN(WSP)

WINNING

SALESPLAN(WSP)

WINNING

SALESPLAN(WSP)

Holden – Vendor Separate IP. Copyright © 2011 Holden LLC. Holden Confidential and Proprietary Information containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.

4V13

Copyright © 2010 Holden LLC. Holden Confidential and Proprietary, containing Holden Trade Secrets. Duplication is not permitted.

4

Political Political Alignment

Degrees of Influence

Holden – Vendor Separate IP. Copyright © 2011 Holden LLC. Holden Confidential and Proprietary Information containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.

5V13

Account LandscapeConclusion

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