CRM Review – Power Base Selling

Holden International

This CRM Review examines Power Base Selling.

In-Depth CRM Review

Power Base Selling

Holden International
135 S. LaSalle Street
Suite 2800
Chicago, IL 60603-4107


Telephone:  (312) 476-8700
Toll Free:    
Fax:            (312) 476-8701


CRM Category: Sales Management Support – Cloud
Sub-Category: Sales Process Management/Structured Selling Methodology
Seats: Small Enterprise


About the Company:


In our 30+ year history, we’ve consulted on hundreds of thousands of competitive deals, and helped over 700 organizations of all sizes to make Compete Selling a management science they can understand and replicate. This has resulted in improving their win rates by an average of 15% on large deals. A recent application of our approach at a Fortune 50 company resulted in incremental revenue of $2 billion, revenue growth of 23% in key accounts, and a customer satisfaction score increase of 17%.

About the Product:

Holden International helps leading organizations improve sales results through a combination of assessments, consulting, training, coaching, and software reinforcement.


Leveraging empirical data from the Sales Performance Study, Holden works with you to develop a customizable, end-to-end curriculum focusing on what has proven to make the difference– namely, politics, unexpected value, and compete sales strategy– so that you can apply these lessons to your sales opportunities and training environment. Each curriculum module distills vital insights into a seller’s actual, live selling situation, whether at the opportunity, account, or territory level. The result: winning your customers’ loyalty and capturing the associated benefits of increased revenue growth, higher profit margins, and shorter sales cycles.

Listed below each training phase are sample modules used to build a custom curriculum. Please contact us to determine the track that will have the most impact for your organization.


Before deploying any program, Holden will assess your sales team to determine goals, strengths, and areas of improvement. Based upon seller surveys and interviews, the appropriate method of sales training is determined.

  • Sales Team Assessments
  • Sales Process Assessments
  • Curriculum Design


Once the appropriate method of sales training is determined, we install it via in-person workshops focused on live deals. At this level, Holden offers a wealth of modularized programs, with classroom emphasis on the determined areas of improvement.

  • Sales Fundamentals
  • Opportunity Management
  • Account Management
  • Territory Management
  • Channel Management
  • Advanced Business Development
  • Marketing Alignment
  • Sales Manager Coaching
  • Supporting Software and e-Learning


To promote the long-term sustainability of your sales improvement, we reinforce the entire process through the appropriate executive engagement, including the coaching of sales leaders, and the ongoing support of Holden’s responsive, knowledgeable professional staff.

  • Deal Reviews
  • Supporting Skills as Needed
  • Executive Coaching
  • Selling to Executives
  • Selling Value
  • Relationship Management
  • Implementing Advanced Competitive Strategy


A curriculum roadmap is created to enable sellers to advance, as ready.


Rich’s View of Power Base Selling:

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Short List:

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