Holden Advisors Blog

For any salesperson, it’s important to understand why your customers keep coming back:

• Is it because you’re a better deal than your competitors?
• Is it the simplicity of your product offering?
• Is your product suite so specialized, there is no equal?
• Is it too complicated to uninstall your offering?
• Does your customer simply respect their relationship with you, and your product continues to deliver value for their organization?

Apple and Amazon stepped into the ring again recently, like B2B’s answer to Mayweather/Pacquiao, to cut a deal to finally land Apple’s newest products in Amazon’s marketplace on release day. In the past, these two tech heavyweights have sparred over products, apps, and availability – tactically bobbing and weaving to boost profits and stock value. But the latest bout between the two rivals showcased Apple's experience and savvy negotiating tactics (more on these in a minute) as a way to win a pivotal round.