Issue 95 - 04 | Selling, Art or Science?

By Jim Holden
Published June 13, 2012 11:00 a.m.
“Having been in the sales training business for more than 30 years, we have seen all manner of sellers; strong performers, average sellers, and those who just don’t make the grade. But behind all of this has always been the debate as to whether sales is an art or a science, almost to suggest that for some, sellers are born and not made.

The intent of this manifesto is to apply unconventional thinking to the question of art or science, not only resolving the issue, but also putting forth the significance of the answer from both a seller and supplier company perspective”

About Jim Holden | 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. In 1990, he established Holden as the first company to model sales effectiveness, an achievement that garnered the Ernst & Young 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, and The New Power Base Selling, co-authored with Ryan Kubacki.

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