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/
What role do influencers play in a sales negotiation? The answer is a big one. If you underestimate these influencers or worse, miss one in the sales process, you may be surprised by the outcome. Learn how to identify these critical role-players in you…
By Tannis Ashworth and Chris Mitchell
In a recent conversation with a sales team, we learned they had invested days into writing a fifty page RFP for a 15-year customer. … http://holdenadvisors.com/holden-resource-center/blog/2016/08/influencers-force-behind-sales-negotiation/