How to accelerate B2B negotiations with Give-Gets
The negotiation table is a lawless place. You never know what will happen when the first number comes out, or the counteroffer, and so on. We recently had a partner tell us the discounting in their sales team ranged from 0-90%.
Who c…
How one seller recovered from getting ghosted – and nearly doubled his deal size
One of my newest sales coachees, “Jim,” was a fantastic guy.
His mannerisms were affable and warm. He genuinely cared about the clients in his book of business and led every prospect call with enthusiasm, even the ones on Friday afternoons.
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The one thing your sales managers must do in 2H
The notion that “what got us here won’t get us there” couldn’t be more applicable to B2B selling right now as our customers and their organizations brace for economic hits.
Sheer persistence and unrelenting speed might have set some…
How to Stop Losing Money in Sales Negotiations
Price setting, as we’ve discussed in other posts, can be challenging, especially when we know that actual prices are determined during the negotiation between the client and the sales rep. To mitigate the difference and make sure you are gett…
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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.
