Big or small, almost all B2B companies have to sell to large, powerful companies because they believe that the “big win” keeps the plant running or resources at capacity. Those negotiations are often tough and focus on price. “Tough” isn’t...
Author: Reed Holden
As a strategic account manager, you take the long view in working with your customers to ensure that each of them gets the right solution. You invest time in evaluating your customer’s business and sourcing the best team internally to configure...
The other day I received a call from the CEO of a technology company, and it was not to talk about his company. In this case, I was provided as a reference for a building contractor I had worked with several years ago. The caller’s name was Curt, and...
We have received many requests from companies wondering if it is a good idea to increase prices to offset declining sales during the pandemic. While the answer is generally no, it is important to recognize how buyers are changing their behavior and...
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Holden Advisors is a team of experts in pricing and sales performance development.
We help our clients take control of their differential value and use it to transform their business.
