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In 1974 Jim Holden embarked on a sales career with a Boston-based technology firm after completing his engineering studies at Northeastern University. Jims intellectual curiosity and drive to succeed led him to delve deep into the world of sales in order to better understand the profession. He approached the sales process with the scientific, process-oriented mind of an engineer and the desire to find a more effective way to sell. A new methodology. A whole new industry. By applying objective, analytical thinking to selling, which had always been perceived as a subjective and speculative art, Jim was able to develop a nontraditional, step-by-step process to achieve sales success. Jim Holdens research and analysis resulted in the application of a structured and repeatable process to the art of selling. This innovative thinking became the foundation for the groundbreaking Power Base Selling methodology and a whole new industry. In 1979 Jim Holden founded Holden International with the goal of providing value to clients by creating innovative methods to improve sales effectiveness. His mission was to empower organizations to excel while also helping sales professionals achieve success both professionally and personally. A company driven by innovation In the years that followed, Holden International broke new ground in the sales profession by introducing a variety of innovative and paradigm-shifting concepts, including: addressing the treatment of politics in selling, competitive strategy formulation, and opportunity analysis to qualify and win business; employing a four-stage model to characterize and clarify sales proficiency; and aligning the sales process with human resources and marketing to enhance sales success. Holden Internationals thought leadership was supported and enhanced with the publication of Power Base Selling: Secrets of an Ivy League Street Fighter, Jim Holdens best-selling book that explains what is often referred to as the gold standard for sales methodologies. An expanded view for success By 1999, with the publication of Jim Holdens second book, World Class Selling: The Crossroads of Customer, Sales, Marketing and Technology, Holden International had grown exponentially and its focus had expanded to include not just sales professionals, but entire organizations. This organizational view of sales effectiveness was the catalyst for several exciting Holden innovations. In 2003, Holden International introduced the Creating Demand process, a methodology developed in response to the challenges of industry competition and commoditization. Creating Demand helps sales professionals move up a clients value chain by creating new opportunities rather than merely responding to client-generated requests for proposals. The Fox concept Holden International also introduced the concept of the fox, a powerful person who is the center of influence within an organizations informal political structure, but often works behind the scenes and pre-wires decisions. Finding and partnering with a fox will advance both your company and your own career. The fox concept is further explained in Jim Holdens third book, The Selling Fox. The Sales Achievement Platform Holden International is the first to bring together consulting services, training, software and executive search into a truly innovative platform. The most recent innovation is the Holden International Sales Achievement Platform. Introduced in 2007, it is a holistic, fully integrated, and customizable approach to driving sales achievement across an organization and is the culmination of almost thirty years of proven, real-world experience and results. The Holden Sales Achievement Platform incorporates the latest innovations offered by Holden: the fully integrated executive search option and efox, an intuitive, sophisticated, graphically intense software solution that provides win/loss indicators and coaching insight driven by artificial intelligence. Sales achievement through innovation Today, Holden International is a global company known around the world for powerful thinking and an impressive track record of proven results. The company that began nearly thirty years ago as one man with a passion for sales and a desire to improve the selling process has become the industry leader that has trained over 300,000 sales professionals. Today, Holden International is made up of top professionals who live and breathe sales and are driven to improve the sales process by producing usable, sustainable, and profitable practices that provide real-world value for our clients and enable them to quickly attain the highest expression of the selling profession.

 

Address: Holden International 20 Executive Court, Suite 1 South Barrington, Illinois, 60010 U.S.A.
Telephone: 847.852.2400
Fax: 847.852.2401
Website: http://www.holdencorp.com/