News from the field: Qualify, qualify, qualify

Posted by Adele Mclean on May 19, 2021 11:21:26 AM

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.

Read More

Topics: Negotiating with Backbone

The Top 5 Articles from 2020

Posted by Holden on Jan 14, 2021 9:04:58 PM

2020 was an unexpected year for all of us. It was filled with unprecedented changes to all of our lives, a pivot (for most of us) to doing business virtually, and for us at Holden Advisors, a lot of new and interesting content relating to virtual negotiations and price changes in a pandemic. As we reflect on the past year, we wanted to take this opportunity to thank you for your continued interest in our publications and spotlight the 5 articles you loved the most in 2020.

Read More

Topics: Negotiating with Backbone, Pricing with Confidence, Selling with Backbone, Commercial Transformation

News from the Field: Mental Insights

Posted by Adele Mclean on Jul 6, 2020 1:38:12 PM

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:

Read More

Topics: Negotiating with Backbone

News from the Field: Virtual Backbone

Posted by Adele Mclean on Jun 8, 2020 3:46:14 PM

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.   

Read More

Topics: Negotiating with Backbone

Do your customers really need you in the era of COVID-19?

Posted by Brian Doyle on May 1, 2020 2:43:31 PM

This is a scary time for suppliers and their sales teams. Customers concerned with the impact of COVID-19 are canceling or postponing projects and curtailing spending. As a result, suppliers are losing revenue and seriously considering pay cuts and/or layoffs to help them through this difficult time.

Read More

Topics: Negotiating with Backbone, winning proposal, value selling, procurement

The Top 5 Articles from 2019

Posted by Patrick McCullough on Jan 17, 2020 3:20:00 PM

2019 was an exciting year for Holden Advisors, filled with thought-provoking and timely content reflecting key takeaways from special events and outlining optimal strategies to address the most pressing commercial challenges. As we reflect on the past year, we wanted to take this opportunity to thank you for your continued interest in our publications and spotlight the 5 articles you loved the most in 2019.

Read More

Topics: Negotiating with Backbone, Selling with Backbone, Commercial Transformation

Discounting is a Nasty Habit

Posted by Saad Shahzad on Sep 26, 2019 5:00:00 AM

Are you sick of hearing about the need to protect your premium high value offerings and stop discounting? Well, you may be sick of hearing it, but it's true.

Read More

Topics: Negotiating with Backbone, value selling

Cool heads prevail: Tame the never-ending pressure of sales

Posted by Alicia Shevetone on Sep 19, 2019 4:15:00 AM

Generally speaking, as a seller to a seller, we know that big sales opportunities are both a blessing and a curse. While they offer the opportunity for “quota busting” years, they also carry a heavy spotlight and the pressure that comes along with it. This pressure churns our emotions, generating angst in even the most tenured sales pros. How do you deal with the stress?

Read More

Topics: Negotiating with Backbone, value selling

Does your organization struggle with discounting?

Posted by Saad Shahzad on Aug 21, 2019 10:48:12 AM

Do you think your sales team effectively sells the value that you provide to your customers? And how would you measure that, anyway?

Read More

Topics: Negotiating with Backbone, value selling

Wayward Sales Veteran Comes Clean

Posted by Alicia Shevetone on Jul 16, 2019 12:30:00 PM

How many blog posts have you read that start with something like, “As a 20-year sales veteran, I’ve experienced …blah…blah…blah”?  It’s amusing how sellers use tenure as a crutch for complacency. It sounds reasonable though, right? Why shouldn’t my performance speak for itself? 

Read More

Topics: Negotiating with Backbone, value, sales