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    Virtanza: The Art and Science of Successful Selling for the Business-To-Business Sales Professional
    Virtanza: The Art and Science of Successful Selling for the Business-To-Business Sales Professional
    Virtanza: The Art and Science of Successful Selling for the Business-To-Business Sales Professional
    Ebook78 pages53 minutes

    Virtanza: The Art and Science of Successful Selling for the Business-To-Business Sales Professional

    By Debbie Holzkamp

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    About this ebook

    VIR-TAN-ZA (vr-TAHN-z) n. [neologism, a newly coined term]
    1. A condition, state, or attitude of truth, financial success, and customer loyalty among business-to-business sales professionals.
    2. Courage in the face of adverse business cycles or uncommon challenges. 3. Commitment to the highest degree of preparedness in business dealings resulting in outstanding professional and personal achievement. 4. A process for creating exceptional solutions to sales challenges, exceeding a customers expectations. [From Latin vir, strength, heroic courage, veritas, truth, and bonus, a great good, a superior benefit, a bonanza.]
    LanguageEnglish
    PublisherAuthorHouse
    Release dateOct 24, 2012
    ISBN9781477271988
    Virtanza: The Art and Science of Successful Selling for the Business-To-Business Sales Professional
    Author

    Debbie Holzkamp

    Debbie Holzkamp is the Founder and President of HDS Premier Consulting / Virtanza. Linked-In: HDS Premier Consulting Facebook: HDSPremierConsulting.com Twitter: https://twitter.com/hdssalesconsult Debbie Holzkamp @HDSSalesConsult Web Site: www.hdspremierconsulting.com

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      Book preview

      Virtanza - Debbie Holzkamp

      © 2012 Debbie Holzkamp. All rights reserved.

      No part of this book may be reproduced, stored in a retrieval system, or transmitted by any means without the written permission of the author.

      Published by AuthorHouse 10/19/12

      ISBN: 978-1-4772-7200-8 (sc)

      ISBN: 978-1-4772-7199-5 (dj)

      ISBN: 978-1-4772-7198-8 (e)

      Library of Congress Control Number: 2012917969

      Virtanza is a trademark of HDS Premier Consulting and Debbie Holzkamp. All Rights Reserved.

      Any people depicted in stock imagery provided by Thinkstock are models,

      and such images are being used for illustrative purposes only.

      Certain stock imagery © Thinkstock.

      This book is printed on acid-free paper.

      Because of the dynamic nature of the Internet, any web addresses or links contained in this book may have changed since publication and may no longer be valid. The views expressed in this work are solely those of the author and do not necessarily reflect the views of the publisher, and the publisher hereby disclaims any responsibility for them.

      Contents

      Introduction : The Story Behind the Creation of Virtanza: Committing to a Vision

      Part I: The Art, Science, Passion, and Pride of Business Selling

      Chapter One : Recognizing Your Mentors, Coaches, and Role Models

      Chapter Two : Being Our Best on Behalf of the Customer

      Part II. : The Four Steps of Successful Selling for Business-to-Business Professionals

      Chapter Three : The Virtanza Method

      Part III. Engaging the Customer for the Long Term

      Chapter Four : Embracing Challenges

      VIR-TAN-ZA (v 42843.jpg r-TAHN- 42845.jpg ) n. [neologism]

      1. A condition, state, or attitude of truth, financial success, and customer loyalty among business-to-business sales professionals. 2. Courage in the face of adverse business cycles or uncommon challenges. 3. Commitment to the highest degree of preparedness in business dealings resulting in outstanding professional and personal achievement. 4. A process for creating exceptional solutions to sales challenges, exceeding a customer’s expectations. [From Latin vir, strength, heroic courage, veritas, truth, and bonus, a great good, a superior benefit, a bonanza.]

      Over 300 proposals were sold after using the HDS Virtanza sales training and certification program. Our sales teams are now better trained to discuss ROI advertising and marketing programs. This education program has helped us grow sales in local digital and print revenue from existing and new customers.

      Dix Communications

      The HDS Virtanza training program has helped Detroit achieve strong digital revenue growth. We are big fans of the sales training and anticipate that it will continue to help us build revenue.

      Detroit Media Partnership

      The Sales Training and Certification Program helped our local sales team increase digital revenue thirty-four percent year over year. We now have a very large percentage of our sellers who are certified and aggressively helping our customers to reach their customers through digital advertising.

      Portland Oregonian

      To Steve, Charlie, and Ryan

      For all their sacrifices, support, and love

      %231%20pal%20wilson.jpg

      Robert Pal Wilson, ca. 1927

      Introduction

       The Story Behind the Creation of Virtanza: Committing to a Vision

      It all starts with family, always. In the careers of my influential grandfathers, Robert Pal Wilson, whose work with the Chicago Tribune would span more than forty years, and Clarence Chic Holzkamp, consummate sales professional, are the inspirational and educational forces in my professional life. We all try to do our best for our families, and, if we’re lucky, that usually means that we learn and grow from them in the process, and are supported in turn by them as we pursue our dreams.

      My own family too often had to let go of their own dreams to follow me in my career and vision. Most of those career changes involved professional roles that were extremely high-pressure, major-responsibility, extreme situations where companies needed aggressive sales turnarounds. My quest to help companies and their sales teams to grow their sales meant that my family moved four times over the past twenty-five years, from South Florida to Des Moines, Iowa, then to Philadelphia and finally to California, our home now for ten years.

      While I enjoyed sales executive leadership roles and gave over a hundred hours a week to leading and helping sales teams build customer solutions that would have results for all involved, I found over time that I had a burning desire to provide coaching and training to sales professionals full-time. One day I said to my husband, Steve, and my sons, Charlie and Ryan, "I want to quit my executive role—the one that has provided a large part of our

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