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Jim Holden
The Selling Fox
A Field Guide For Dynamic Sales Performance
Wiley, 2002
What's inside?
If you can sell out in the competitive jungle and rescue sinking contracts, maybe you’re just sly and smart, like a fox.
Recommendation
Jim Holden uses the metaphor of the Selling Fox to present ideas that will sharpen the skills of any competitive sales professional. Unlike many sales books, which have a “supervisory” voice, written from the perspective of someone who isn’t actually battling away on the front lines, Holden writes about the reality of winning and keeping business. Foxes survive and thrive in an environment where another player is always scheming to steal their cheese, not move it. In fact, one unique aspect of this helpful guide is its practical advice on how to set traps for your competitors and take their clients away. That may not fit the rest of Holden’s emphasis on integrity – but the law of the jungle is often what makes a sales professional a valued property. Maybe the fox analogy is overdone, but the phrase “super sales person” is even more careworn. getAbstract recommends this book to those engaged in selling, and to those who train them.
Summary
About the Author
As the founder and CEO of Holden International, Jim Holden has become a leader in sales and marketing. Holden International helped pioneer new concepts in customer value, competition and politics, as reflected in the Power Base Selling program. Holden’s other books include Power Base Selling: Secrets of an Ivy League Street Fighter and World Class Selling: The Crossroads of Customer, Sales, Marketing and Technology.
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