1.Holden Vendor Separate IP. Copyright 2014 Holden LLC. Holden Confidential and ProprietaryInformation containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.2

2. Holden Vendor Separate IP. Copyright 2014 Holden LLC. Holden Confidential and ProprietaryInformation containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.3 Selling: Art or Science? OR 3. Holden Vendor Separate IP. Copyright 2014 Holden LLC. Holden Confidential and ProprietaryInformation containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.4 A Dizzying Sensation Implications Cost Scrutiny Stakeholders Competition Online Distribution Access to Information Recession Globalization Seller Productivity Pipeline Digital Marketing 4. Enabling Your Large Sales Force to Create Demand: Selling to Customers Who Dont Know They NeedYou (Yet!) Paul Dillon, SVP Matt Martin, SVP 5. Holden Vendor Separate IP. Copyright 2014 Holden LLC. Holden Confidential and ProprietaryInformation containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.6 The New Power Base Selling represents an important advance for the profession of selling. Surveyed 28,463 Sellers 80 Question Survey Conducted 50,000+ competitive deal reviews 313 Companies 42% Revenue > $5B 59% Revenue > $1B Range of Industries - Bill McDermott, CEO Holdens Research 6. Holden Vendor Separate IP. Copyright 2014 Holden LLC. Holden Confidential and ProprietaryInformation containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.7 Holdens Four Stage Model 7. Holden Vendor Separate IP. Copyright 2014 Holden LLC. Holden Confidential and ProprietaryInformation containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.8 Building a Demand Creation Sales Force Instill New Mindset Drive New Selling Skills & Behaviors Update Sales Infrastructure to Scale Insight 1 2 3 8. Holden Vendor Separate IP. Copyright 2014 Holden LLC. Holden Confidential and ProprietaryInformation containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.9 Instill New Mindset 1 9. Holden Vendor Separate IP. Copyright 2014 Holden LLC. Holden Confidential and ProprietaryInformation containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.10 New Mindset Creating Demand Servicing Demand vs Bold Conservative Ambiguity Structure Conceptual Tactical Conviction Proof Insider status Win a deal (Desired: Stage III & IV) (Not Desired: Stage I & II) 10. Holden Vendor Separate IP. Copyright 2014 Holden LLC. Holden Confidential and ProprietaryInformation containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.11 Drive New Selling Skills & Behaviors 2 11. Holden Vendor Separate IP. Copyright 2014 Holden LLC. Holden Confidential and ProprietaryInformation containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.12 Skills and Behaviors for Creating Demand The Three Intangibles Politics Unexpected Value Strategy Drive Market Share & Customer Loyalty 12. Holden Vendor Separate IP. Copyright 2014 Holden LLC. Holden Confidential and ProprietaryInformation containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.13 The Three Intangibles: Politics (Influence) Support Base Map Executive Stakeholders Operational Stakeholder End User 13. Holden Vendor Separate IP. Copyright 2014 Holden LLC. Holden Confidential and ProprietaryInformation containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.14 The Three Intangibles: Value & Strategy Unexpected Value Departmental Level Business Unit Level Corporate Executive Level CONTAINMENT DIVISIONAL INDIRECT DIRECT Compete Strategy 14. Holden Vendor Separate IP. Copyright 2014 Holden LLC. Holden Confidential and ProprietaryInformation containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.15 Update Sales Infrastructure to Scale Insight 3 15. Holden Vendor Separate IP. Copyright 2014 Holden LLC. Holden Confidential and ProprietaryInformation containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.16 Updated Sales Infrastructure Move from Training to Performance System 16. Holden Vendor Separate IP. Copyright 2014 Holden LLC. Holden Confidential and ProprietaryInformation containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.17 Moving Up the Knowledge Continuum Focus on Insight 17. Holden Vendor Separate IP. Copyright 2014 Holden LLC. Holden Confidential and ProprietaryInformation containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.18 Updated Sales Infrastructure Scaling Insight Methodology & Training Coaching, Software & e-learning Change Management SAVO Aggregator of Knowledge and Resources 18. Holden Vendor Separate IP. Copyright 2014 Holden LLC. Holden Confidential and ProprietaryInformation containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.19 Case Study: IT Related CompanyHQ in Europe with $10+ billion in revenue Challenges Build pipeline for new offerings Grow large global accounts Actions Outcome Demand creation assessment, methodology, training and software InfrastructureWeek: PipelineManagement, Marketing, HR Added $500 million to pipeline in 4 months Transforming sales engine for 2014 19. Holden Vendor Separate IP. Copyright 2014 Holden LLC. Holden Confidential and ProprietaryInformation containing Holden Trade Secrets. Duplication of Program is not permitted without the express written consent of Holden.20 What Can You Start Doing Today? 22 INSTILL NEW MINDSET 1 DRIVE NEW SELLING BEHAVIORS & SKILLS 2 UPDATE SALES INFRASTRUCTURE TO SCALE INSIGHT 3 20. Paul Dillon SVP, Holden International (312) 476 8724 p.dillon@holdenintl.com Matt Martin SVP, Holden International (312) 476 8730 m.martin@holdenintl.com www.holdenintl.com 21. Thank you Formoreinformation SAVO Web Site: www.savogroup.com Sales First Nation: www.savogroup.com/sales-first-nation/ SAVO Products: www.savogroup.com/products/ SAVO Phone: 312-276-7700