Defeating the No-Decision” Trap: The Power of Divergent Thinking”
Imagine if you could banish “no-decision” from your sales funnel. More deals that travel all the way to the win/loss finish line, less wasted sales time, more essential customer needs resolved, and a higher share of wallet. What’s standing in your…
Passing the Price Gauntlet with Strategic Accounts
As a strategic account manager, you take the long view in working with your customers to ensure that each of them gets the right solution. You invest time in evaluating your customer’s business and sourcing the best team internally to configure a …
Is Your Product Really a Commodity?
Is Your Product a Commodity? Is it really? Or, does your customer cry commodity to get you to decrease your price? Adele McLean talks about how you can get out from under the negotiation tactic “cry commodity” to avoid the commodity trap.
Profile of a Game Changer: Selling in a Competitive Environment
Smart salespeople distinguish themselves from the pack of competitors. They are game changers, and they don’t wait to be pursued by potential customers. Game changers are assertive and effective as they challenge—with diplomacy—a customer’s viewpo…
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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.
