Holden Advisors Blog

When it comes to negotiation, very few sellers spend enough time planning. I encourage you to carve out time to get centered and think about some of the upcoming negotiations you have. There’s a lot to consider, but let's start by thinking differently about your customers and the ways you engage with them.

Why is pricing so difficult? And why do so many companies get it wrong?

Are your sales teams spending enough time qualifying their opportunities and defining the right solutions for their customers? Here's how to know if they are on the right track.

During our recent Virtual Backbone workshops, our participants have been sharing interesting insights about the psychological aspect of negotiating. We wanted to share some with you:

Recently, we launched our Virtual Backbone initiative to help improve sales teams' negotiating performance, all from the comfort and safety of their home office. The results are great, but we wanted to share a few additional insights based on participant feedback.   

Early in 2019, I was speaking with the Chief Transformation Officer from one of our clients. After we described how a commercial transformation progressed when supported by our Negotiating with Backbone framework, he asked, “Is there anything else I should know?” 

Is your product a commodity? Is it really? Or, do your customers cry commodity during negotiations to get you to decrease your price? Watch the video below and listen as Adele McLean talks about how you can get out from under this tough negotiation tactic and avoid the commodity trap.

Recently I was talking with a few business partners about the latest business trends we see with clients. One hot topic is transformation! On any given day, another organization is appointing a new transformation leader, plotting a new strategy for organic growth, and talking about increasing profitability. On the surface, it makes sense. Successful businesses should consistently focus on revenue growth and margin improvement...right? But where is the best place to start?

Do you have a relationship with key decision makers? 

When facing low-priced competition, think twice before "sticking it to the competition" by going in with a low, low price. Watch the video to learn why: