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…
What To Do If Your Company is Asked to Participate in a Reverse Auction: The Sequel
A reverse auction may land you a new client, but be careful not to spend time and resources chasing unobtainable and unprofitable business.
In my last article, I explained why an incumbent might be better served to say “no” to a reverse auction…
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.
Determining Product Value Through a Customer’s Eyes
When determining product value, it’s important to go beyond cost and demand. Your customers’ perceived value matters too, especially if you want to build lasting business relationships.
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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.
