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…
What To Do If Your Company Is Asked To Participate In A Reverse Auction
A reverse auction may land you a new client, but if you are the incumbent, it may be better to say no. Here’s why.
Do your customers really need you in the era of COVID-19?
This is a scary time for suppliers and their sales teams. Customers concerned with the impact of COVID-19 are canceling or postponing projects and curtailing spending. As a result, suppliers are losing revenue and seriously considering pay cuts an…
Video: Is Your Product Really a Commodity?
Is your product a commodity? Is it really? Or, do your customers cry commodity during negotiations to get you to decrease your price? Watch the video below and listen as Adele McLean talks about how you can get out from under this tough negotiatio…
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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.
