The B2B sales environment has reached new levels of complexity over the pandemic. Buying centers are getting larger while budgets are being scrutinized. Deals get stalled as indecision is a byproduct of market volatility. Customers are demanding discounts like never before. But above all else—change is happening quickly.
The seller’s ability to navigate and pitch effectively is paramount. This paper outlines critical factors for winning large deals in today’s selling environment, tactics to ensure your deal is truly improving the value of your customers’ solutions, and the last mile: equipping your influencer to communicate that value.
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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.
