Why your customers make bad buying decisions (and how to stop enabling them)
Companies often celebrate when customers “come back” after having left for a presumably cheaper option. But this return shouldn’t be a story of vindication. It’s a sign of failure.
When that customer left, they made what appeared to be the fina…
[Video] Pricing and selling as a cross-functional extreme sport
Winning a multi-million dollar deal can require a ton of resources. In this conversation, we take a tour of the extreme sport of pricing and selling when you’re working with multiple teams. How can teams identify, communicate, and defend their val…
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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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.
