Author: Brian Doyle

Creating Buy-In for Your Ideas

Written by Brian Doyle on September 3, 2019. Posted in Leadership.

School of goldfish in the shape of a fish with blue ocean background

The business world is full of great ideas that don’t get adopted. Some require too many resources, some are too expensive, and others don’t fit within an organization’s strategy. Then there are the millions and millions of ideas that fit within a...

Ensuring Your Training Dollars are Well Spent

Written by Brian Doyle on June 17, 2019. Posted in Uncategorized.

At Holden Advisors, it’s fun to hear stories from our workshop participants about how they negotiated an extra $200K into their deal or took what appeared to be lost cause and turned it into a $5MM opportunity that’s on the cusp of closing. (Both...

Simply Selling to Your Most Important Customer

Written by Brian Doyle on May 9, 2019. Posted in customer loyalty, gatekeeper, value.

Imagine this: You’re selling your company’s best product. You’ve successfully navigated the gatekeeper to speak with your target buyer (the person who will actually use your product) and have shared enough of a compelling message that they’re willing...

Control vs. Chaos: A Day In the Life of a Sales Rep

Written by Brian Doyle on February 12, 2019. Posted in Negotiating with Backbone.

If you’re a fan of the 1960s television show, Get Smart (or saw the 2008 movie with Steve Carrell), you know that the good guys work for Control and the bad guys work for an organization called KAOS (pronounced, “Chaos”). As a pricing or finance leader,...

Sign Up for Insights

Holden Advisors is a team of experts in pricing and sales performance.

We help build and protect our clients’ pricing power by leveraging decades of expertise in negotiation, sales strategy, and value-based pricing.