All Blog Posts (39)

In order to improve your customer's business and win opportunities, you must align yourself with the right individuals at the customer organization-- those who have influence.

Unlike authority which is easily shown through an organizational chart, influence is much harder to identify. What should you look for? How do you "find the Fox"?



Join Ryan Kubacki, President of Holden International, in the first webinar of …

Fox Den Members,

As part of our commitment to understand, enable and ultimately elevate the sales profession, Holden International is sponsoring the Aberdeen Group’s industry-leading benchmark report, Sales Training 2011: Uncovering How the Best-in-Class Sustain, Reinforce, and Leverage Best Selling Practices, slated for publication in September…

Hi Members,

I just came across this blog post entitled "Raise Your Sales Teams' Competitive IQ" by Dave Stein of ESResearch.  I found it interesting and relevant, so I thought I'd share-- check it out here!

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Hi Fox Den Members,

We are fresh back from our first annual Fox Den Live! event-- it was a great success!

On May 26, more than 20 sales executives from leading companies joined us at our Chicago headquarters for a day of learning,…

BMI (Body Mass index) is a calculation designed to identify if an individual is over-weight, or to be more precise is carrying too much fat.  The basic principle is that dividing your weight by the square of your height provides a BMI score, tall and thin scores best, wide and small scores worst.

Spans…

Often in today’s selling environment, overwhelming amounts of information about an account can be accessed via the internet.  Don’t default to trying to know everything.  Instead, know what is really important to know about your account.

As you know from our knowledge…

Today I came across a blog post I found interesting, called The Best Way to Use the Last Five Minutes of Your Day.

Do you have any other tips to share on what works in…

I recently contributed an article to the Sales Training Sales Tips Website about pre-sales qualification which they published, the link is here.  It's maybe a bit basic for this site but I thought I'd post it here anyway. It'd be great to hear everyone elses ideas.

Jim Holden, author of best-selling sales book 'Power Base Selling' once said "Know this about yourself:…

Sales Superstar: Linda McGuigan

Selling what you can’t give away

 …

Many of the enterprise sales trainings and sales literature are focusing on the sales process and planning of sales calls, but what should we do during the sales call? Objections often are "moments of truth". "Moments of truth" are the few moments that are the decision and it is your luck if you are in front of your customer when that happens.

In the first look an objection seems to be a negative thing as the customers seems to…

Now that the pro basketball season is under way, some fans are taking comfort from the slightly rocky start of the LeBron James era in Miami. But don’t be fooled—under all that rejoicing is stone-cold fear of the Heat’s three-headed powerhouse of LeBron, Dwyane Wade and Chris Bosh. And this instant basketball dynasty was more than just luck—it grew out of a carefully orchestrated, Compete-style plan by one of…

Holden Case Study Challenge:

Does it pay to shoot straight?

by Jihad Kiwan

Managing Director, MAScIR Microelectronics

Sala al Jadida, Morocco