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Don’t be a victim of procurement bullying – Negotiate with backbone!

When procurement initiates difficult negotiations, defend your value with backbone!
Don’t be a victim of procurement bullying – Negotiate with backbone! By Chris Mitchell  With the media full of reported bullying incidents in schools, on sports teams, and i… http://holdenadvisors.com/holden-resource-center/blog/2017/04/dont-be-victim-procurement-bullying-negotiate-backbone/

Customer Value Aligns Sales & Pricing

 Reed's Bookshelf  News Archives Social Media  LinkedIN Twitter subscribe to newsletter News Stories April 2017 Stop the Pricing-Sales Sibling Rivalry F… http://holdenadvisors.com/holden-resource-center/holden-pricing-newsletter/pricing-sales-rivalry/

Being a Rabbit: Good for Easter, Bad for Sales

When is being a Rabbit a bad thing? For starters, if you are a salesperson pursuing an RFP you have no chance of winning, you may be a Rabbit.
By Travis Umpleby Its Springtime, the sun is shining, the birds are singing.  Travis Umpleby explains why sometimes its grand to be a Rabbit, but other times, especially in a s… http://holdenadvisors.com/holden-resource-center/blog/2017/04/being-rabbit-good-easter-bad-sales/

The Virtues of Value

Understanding the financial value your products and services create for customers is the most important forward-looking capability to build confidence in customer facing teams.
By Alison Yama Today’s managers have access to more information regarding purchase decisions and history, customer demographics, volumes, timing, buying center, and the list g… http://holdenadvisors.com/holden-resource-center/blog/2017/04/virtues-value/