Brian Doyle

Brian Doyle

Recent Posts

Creating Buy-In for Your Ideas

Posted by Brian Doyle on Sep 3, 2019 1:31:21 PM

The business world is full of great ideas that don’t get adopted. Some require too many resources, some are too expensive, and others don’t fit within an organization’s strategy.  Then there are the millions and millions of ideas that fit within a budget, aren’t too hard to execute and perfectly align with an organization’s goals … and still aren’t adopted.  Why not?  People fear change.

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Ensuring Your Training Dollars are Well Spent

Posted by Brian Doyle on Jun 17, 2019 10:19:12 AM

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.  (Both true stories.)

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Simply Selling to Your Most Important Customer

Posted by Brian Doyle on May 9, 2019 1:43:00 PM

Imagine this: You’re selling your company’s best product. You’ve successfully navigated the gatekeeper to speak with your target buyer (the person who will actually use your product) and have shared enough of a compelling message that they’re willing to engage with you. You figured out that they have the budget to buy your product and have proposed a solution you know will help your buyer achieve their goals. Everything is progressing wonderfully and then your primary point of contact goes…silent.

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Topics: customer loyalty, value, gatekeeper

Control vs. Chaos: A Day In the Life of a Sales Rep

Posted by Brian Doyle on Feb 12, 2019 2:10:12 PM

If you’re a fan of the 1960s television show, Get Smart (or saw the 2008 movie with Steve Carrell), you know that the good guys work for Control and the bad guys work for an organization called KAOS (pronounced, “Chaos”). As a pricing or finance leader, it sometimes feels like this reflects your life as well: you're trying to maintain control over your pricing and profit, but too many times when a negotiation is left in the hands of your sales rep, it turns into chaos.

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Topics: Negotiating with Backbone

Service Value as a Negotiation Tool

Posted by Brian Doyle on Jan 3, 2019 2:01:17 PM

As we enter the holiday season and life becomes more hectic, great service becomes even more important. If you’re like me and your holiday shopping tends to skew toward the end of December, getting a retailer to deliver the gift you purchased before the 25th is almost as important as the gift itself.  It reminds me that great service – throughout the year – is an important part of a business’ value prop and shouldn’t be forgotten when buyers try to negotiate.

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Topics: Negotiating with Backbone

The Balancing Act Between Customer Experience & Price

Posted by Brian Doyle on Nov 29, 2018 10:26:11 AM

81% of companies say they will compete mostly or completely based on customer experience (CX) (Gartner). At the same time, 72% of CX professionals do not feel their programs are very successful at driving business outcomes (MaritzCX). Does that mean those 81% of companies that plan to differentiate themselves are going to fail? It does if they’re using the same approach as the 72% doing it now.

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Topics: Negotiating with Backbone