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sign up for newsletter  Reed's Bookshelf  News Archives  LinkedIN Twitter Courageous Curiosity By Tannis Ashworth and Chris Mitchell Warren Berger points … http://holdenadvisors.com/holden-resource-center/holden-pricing-newsletter/newsletter-v105/news-mitchell-ashworth/

The Power of Value

sign up for newsletter  Reed's Bookshelf  News Archives  LinkedIN Twitter The Real Power of Value but Don’t Get Greedy Commentary by Dr. Reed Holden From:… http://holdenadvisors.com/holden-resource-center/holden-pricing-newsletter/newsletter-v26/reedholden/

Customer: Your Price Is too High

The Price Dilemma: Do You Know where Your Power Is Hiding? By Tannis Ashworth and Chris Mitchell April 23, 2015 So often in sales are we faced with the dilemma of wondering how … http://holdenadvisors.com/holden-resource-center/holden-pricing-newsletter/newsletter-v45/news-mitchell-ashworth/

Remain Proactive in the Buying Cycle

sign up for newsletter  Reed's Bookshelf  News Archives  LinkedIN Twitter Are You at Risk of Losing Your “Insider” Position? Commentary by Tannis Ashworth a… http://holdenadvisors.com/holden-resource-center/holden-pricing-newsletter/newsletter-v95/news-mitchell-ashworth/

Do You Lack Pricing Confidence

sign up for newsletter  Reed's Bookshelf  News Archives  LinkedIN Twitter The 3-Ps of Good Negotiation By Tannis Ashworth and Chris Mitchell “Our doubts a… http://holdenadvisors.com/holden-resource-center/holden-pricing-newsletter/newsletter-v75/news-mitchell-ashworth/

Our Greatest Enemy

sign up for newsletter  Reed's Bookshelf  News Archives  LinkedIN Twitter Are Your Salespeople Psyched Out or Psyched Up? Commentary by Tannis Ashworth and … http://holdenadvisors.com/holden-resource-center/holden-pricing-newsletter/newsletter-v65/news-mitchell-ashworth/

A Lesson from Prince

 Reed's Bookshelf  News Archives Social Media  LinkedIN Twitter Understanding Value: A Lesson from Prince By Richard Harrington With all the interest surrou… http://holdenadvisors.com/holden-resource-center/holden-pricing-newsletter/revisiting-price-strategy/prince/

Benefits of Standing Your Ground

sign up for newsletter Do You Have the ‘Grit’ You Need to Persevere During Negotiations? Commentary by Tannis Ashworth and Chris Mitchell From: “A Navy SEAL explains 8 Secrets t… http://holdenadvisors.com/holden-resource-center/holden-pricing-newsletter/newsletter-v55/news-mitchell-ashworth/

Strengthen your Price Negotiating

Understand the Poker Playing Tactics to Strengthen Your Negotiating Backbone By Tannis Ashworth and Chris Mitchell “Once I realized it was all a game, I began to win more profi… http://holdenadvisors.com/holden-resource-center/holden-pricing-newsletter/simple-effective-price-strategies/mitchell/

Opportunities for Coaching and Collaboration

Collaborations that improve sales outcomes
 Reed's Bookshelf  News Archives Social Media  LinkedIN Twitter The Deal Team’s Collaborative Influence By Tannis Ashworth and Chris Mitchell A telecommunic… http://holdenadvisors.com/holden-resource-center/holden-pricing-newsletter/selling-trust/win-negotiation/

March Madness!

 Reed's Bookshelf  News Archives Social Media  LinkedIN Twitter subscribe to newsletter What Businesses Can Learn from the Golden State Warriors Commentary by … http://holdenadvisors.com/holden-resource-center/holden-pricing-newsletter/newsletter-v36/mclean/

Building Trust with Buyers

sign up for newsletter  Reed's Bookshelf  News Archives  LinkedIN Twitter When Trust Tricks Sales Commentary by Ellen Quackenbush From: “When Trust Is Eas… http://holdenadvisors.com/holden-resource-center/holden-pricing-newsletter/newsletter-v26/quackenbush/

Is Your Product Really a Commodity?

 Reed's Bookshelf  News Archives Social Media  LinkedIN Twitter If you are told you are a commodity by your customer, does that mean you really are? By Adele … http://holdenadvisors.com/holden-resource-center/holden-pricing-newsletter/selling-procurement/commodity/

Understand your Customer

sign up for newsletter  Reed's Bookshelf  News Archives  LinkedIN Twitter Crafty Outsiders Reap Rewards Commentary by Tannis Ashworth and Chris Mitchell F… http://holdenadvisors.com/holden-resource-center/holden-pricing-newsletter/newsletter-v16/mitchell-ashworth/

Stay Calm when the Market Takes a Spill

sign up for newsletter  Reed's Bookshelf  News Archives  LinkedIN Twitter Keep Calm 'Amid Chaos' and Carry On By Tannis Ashworth and Chris Mitchell Peter … http://holdenadvisors.com/holden-resource-center/holden-pricing-newsletter/newsletter-v115/news-mitchell-ashworth/

The Challenger with Backbone - Part II

Give-Gets shift the power back to the seller
By Ellen Quackenbush In my last blog, I talked about how The Challenger Sale and Negotiating with Backbone is the one-two punch to winning profitable business in today’s tough … http://holdenadvisors.com/holden-resource-center/blog/2015/challenger-backbone-part-ii/

Backbone Digital Learning

Backbone-building skills & tools for sales teams anytime - anywhere
  Backbone Basics was developed in partnership with SwissVBS, thought-leading digital applied learning specialists. www.swissVBS.com Accessibility - Multilingual - Red… http://holdenadvisors.com/backbone-basics/

Ensuring Year over Year Account Growth

Ensuring Year over Year Account Growth By Saad shahzad Most companies that we have worked with, intentionally or not, follow the 80-20 rule. That is, 80% of revenue comes from 2… http://holdenadvisors.com/holden-resource-center/holden-pricing-newsletter/customer-value/ensuring-growth/

Sales Enablement

Ensuring Year over Year Account Growth By Saad shahzad Most companies that we have worked with, intentionally or not, follow the 80-20 rule. That is, 80% of revenue comes from 2… http://holdenadvisors.com/holden-resource-center/holden-pricing-newsletter/red-herrings-pricing/sales-enablement/

Negotiation Rehearsing

Ensuring Year over Year Account Growth By Saad shahzad Most companies that we have worked with, intentionally or not, follow the 80-20 rule. That is, 80% of revenue comes from 2… http://holdenadvisors.com/holden-resource-center/holden-pricing-newsletter/price-profit/negotiation-rehearsing/

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