World Class Selling: The Crossroads of Customer, Sales, Marketing and Technology

by Jim Holden

Praise for Jim Holden's World Class Selling "World Class Selling is a must for any company executive and sales professional committed to achieving world class supremacy. Jim Holden has surpassed himself."
― George E. Harvey President, Business Group AT&T Canada "The Holden Corporation and its value concept teachings are not new to the Microsoft OEM division. For the past three years we have worked with them, immersing ourselves in their value management methodology, applying it to a variety of scenarios in our business, with excellent results. For us, World Class Selling is another great extension of what we have been practicing for some time. I'm sure it will make us an even better organization to reckon with."
― Joachim Kempin Senior Vice President, OEM Division, Microsoft "In World Class Selling , Jim Holden adds another dimension to his teaching effectiveness. The real-life highs, lows, threats to, and accomplishments of Mary Gagan establish the drama of what selling has become.an outstanding book which addresses a very complicated subject in a very interesting and comprehensive way."
― William Y. O'Connor Chairman, CEO, and President, GTECH Corporation "The concepts put forth in World Class Selling , created by linking critical sales and sales-related areas of a business, will drive any company's ability to change as market circumstances change. Holden Corporation has been a strong, passionate, and value-focused partner to ALLTEL. Their proven processes are helping to link every employee, everywhere in the company, directly or indirectly to providing value to our customers."
― Jeff Fox President, ALLTEL Information Services "Using the methods Jim Holden spells out in World Class Selling , we at Origin were able to use one common language and professionalize our sales process and sales force, resulting in an increased hit rate and lower sales cost."
― Peter Overakker Executive Vice President Origin International (The Netherlands)

272 pages, Hardcover

First published March 29, 1999

About the author

Jim Holden founded Holden International in 1979, and throughout its almost 30-year history, Holden has grown to be a world-renowned leader in the sales process improvement field.

Mr. Holden's career has been marked by exceptional innovation. In 1990, he established Holden as the first company to model sales effectiveness, an achievement that garnered the Regional Entrepreneur of the Year award for the Service Industry.

Mr. Holden is also a globally recognized business author, with titles including Power Base® Selling, World Class Selling, The Selling Fox, The New Power Base Selling, and just released, Selling in an Anxious World, available on Kindle and hybrid paperback (a cross between hardcover and softcover).

Mr. Holden earned a B.S.E.E. with high honors from Northeastern University in Boston and is a member of the National Engineering Honor Society, Tau Beta Pi, and the National Interdisciplinary Honor Society, Phi Kappa Phi. He began his sales career in 1974 with Teradyne, a Boston-based high-technology company. Prior to founding Holden, he was Vice President of Sales for Aegis, a third-party distribution company selling computer-based test systems into the manufacturing environment.

Mr. Holden and his wife Chris reside in the greater Chicago area. He was a founder/director of the First National Bank of Roselle and has served as a director of two other area banks and several early development-stage companies. He is active in the community, having founded the Partnership to End Homelessness in Chicago, and is a supporter of many other charities, including cancer research.

Reviews

[David · Rating 4 out of 5]

This and Jim's Power Base Selling are the best two books on sales. Teaching the importance of an organisation's politics and a value based sales methodology, this shows you how to succeed in the competitive landscape.