Holden Advisors Blog

What sales people want from you dear Santa – I mean dear CEO and dear GM for 2018!

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

‘Tis the season for car commercials and countdowns.  I will spare you the sentimentality of the great American holiday car spots.  Instead, I bring you a bit of fun to close out this holiday season.  We’ve had a super year working on really complex and challenging pricing issues, discovering hidden value for clients, and working with sales people to protect that value in negotiations.  Some of those same consultants are also talented (and competitive) writers who enjoy sharing insights with our followers.  Let’s see who scored the most page views on their blogs.

Topics: Negotiating with Backbone, Pricing with Confidence, Selling with Confidence, Uncovering your Value

In recent years, the word value has become almost meaningless. This watered-down version of value frustrates anyone striving to improve sales effectiveness and overall business results. We know customers want value. But, what does that mean exactly?

Topics: Negotiating with Backbone, Selling with Confidence, Uncovering your Value

I love Thanksgiving. We get to focus on eating food (my favorite), watching football, spending time with family and friends, but most importantly, we all get to reflect on what we have to be thankful for this year. Family, friends, and health usually top the list and this year is no different.

Topics: Negotiating with Backbone, Newsletter, Selling with Confidence

Over the past year, I have noticed an increase in "scorched earth" negotiating tactics. These are tactics which move beyond "going kamikaze" that I talk about in Negotiating with Backbone. This new tactic indicates that the other party is going to angrily walk away from the deal and hurt each of the parties in doing so. Here's what I have learned: so far in every case, while it is an escalation of normal poker playing, it is still just a tactic to get a discount.

Topics: Negotiating with Backbone, Newsletter

We've had a lot of discussions on leadership lately. They tend to focus on people not characteristics. You know the drill, this person is a great leader and this one isn't.

Topics: Negotiating with Backbone, Newsletter

Does your sales team spend more time negotiating with you than with the customer? Do they struggle to achieve pricing targets? How well-equipped are they to accomplish the objectives they are given?

Topics: Negotiating with Backbone, Newsletter, Pricing with Confidence, Selling with Confidence, Uncovering your Value

Backbone for Big Law

Topics: Negotiating with Backbone, Selling with Confidence

An RFP Just Arrived…

Topics: Negotiating with Backbone, Newsletter, Selling with Confidence

Reduce, Reuse, Recycle: Reinforcement for Lasting Change

Topics: Negotiating with Backbone, Newsletter, Selling with Confidence