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The Fox Den Holden International Alumni Network Matt Martin Vice President Consulting Services

Sales Proficiency

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Matt Martin, Senior Vice President Consulting Services of Holden International, explains the Four Stage Model of Sales Proficiency.

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Page 1: Sales Proficiency

The Fox DenHolden International Alumni Network

Matt MartinVice President Consulting Services

Page 2: Sales Proficiency

How to reach a level 24 out of 25 sales professionals never will

Page 3: Sales Proficiency

The Four Stage Model of Sales Proficiency

Matt MartinVice President Consulting Services

Page 4: Sales Proficiency

12 year study of 28,000 enterprise sellers worldwide

Page 5: Sales Proficiency

Stage 1 & 2:

Page 6: Sales Proficiency

Stage 3 & 4:

Page 7: Sales Proficiency

Stage One: Product Selling

Matt MartinVice President Consulting Services

Page 8: Sales Proficiency
Page 9: Sales Proficiency

ValueSelling

Page 10: Sales Proficiency

Stage Two:Solution Selling

Page 11: Sales Proficiency

Stage Two Sellers:53%

Page 12: Sales Proficiency

Stage Three:Political Selling

Page 13: Sales Proficiency

Quantum Leap

Page 14: Sales Proficiency

Stage Four:Strategic Selling

Page 15: Sales Proficiency

Value is tied to the organizational goals of senior management

Page 16: Sales Proficiency

Strategic Selling

Page 17: Sales Proficiency

What does it take to RAISE your game?

Page 18: Sales Proficiency

Work SmarterNot Harder

Page 19: Sales Proficiency

Outfox the pack & Outsell your Competition

Page 20: Sales Proficiency

The Fox DenHolden International Alumni Network

Matt MartinVice President Consulting Services