Influencers – The Force Behind The Sales Negotiation

| Holden Advisors |
In a recent conversation with a sales team, we learned they had invested days into writing a fifty page RFP for a 15-year customer.   The team had done their homework, using their contacts to determine which elements of their response should…
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Manage Sales with Backbone

| Reed Holden |
We talk a lot about how sales teams can Negotiate with Backbone, and rightly so.  This is a huge opportunity to take action in limiting discounts that companies think they need to give to win business.  Our clients’ sales teams are …
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Won & Done

| Ellen Quackenbush | ,
Congratulations! You just inked a major deal that you’ve been working on for the past six months. You carefully worked the deal through a complex buying process, beating out your major competitor in the process. Your quota is almost clinched for t…
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Value Isn’t Value Until It’s Applied!

| Holden Advisors | ,
We all like to believe we understand the value our products and services will bring to our customers.  We study our products and link the benefits of what our company delivers to our customers and their respective business; believing we can m…
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We help build and protect our clients’ pricing power by leveraging decades of expertise in negotiation, sales strategy, and value-based pricing.

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