Ensuring Your Training Dollars are Well Spent

| Brian Doyle |
At Holden Advisors, it’s fun to hear stories from our workshop participants about how they negotiated an extra $200K into their deal or took what appeared to be lost cause and turned it into a $5MM opportunity that’s on the cusp of closing.  …
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Great Questions are Grounded in Curiosity

| Ellen Quackenbush |
(Part 1 of 3) Great leaders spend their time looking forward and inspiring their team to build an exciting future.   These leaders actively embrace curiosity and reward people that ask great questions rather than ones that offer quick an…
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Pricing Transparency Builds ‘Fareness’ and Trust

| Mayuresh Saravanakumar |
After visiting family in India over the holidays, I was scheduled to fly back to the US. But due to unforeseen circumstances, I had to change plans. So naturally, I looked into rescheduling my booking with Emirates. I initially bought the ticket a…
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Managing Price Leakage – Which Customers are Not Pulling Their Weight?

| Reed Holden |
Over the years, we’ve done some pretty sophisticated analysis – customer profitability, segments, buying intent, and what it’s like to work with them. But being in my KISS mode today, I’d like to share a story from some work we did in the transpor…
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