Holden Advisors Blog

When determining product value, it’s important to go beyond cost and demand. Your customers’ perceived value matters too, especially if you want to build lasting business relationships.

Topics: Selling with Confidence, Uncovering your Value, Selling with Backbone, value selling

In the world of sales, it’s easy to get caught up in the possibilities of an unsolicited RFP. But, if you find yourself dealing with procurement, you might want to save your energy.

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

Holden Advisors has the privilege of working with some of the top global sales organizations which affords us visibility into challenges that leaders in those organizations face on a daily basis. We're frequently asked about these common challenges because they might be applicable to issues encountered by other companies. The following represent the top three themes that we see across our sales performance engagements that Holden Advisors has encountered over the past 10 years.

Topics: Negotiating with Backbone, Selling with Backbone

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.

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

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.

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

The Buyer-Seller Gap is getting its share of press these days. Even HBR is in on the fun, having tabulated seven daunting reasons why salespeople can’t close the deal. It gets worse: only about 55% of us make quota. I wonder if accountants are as bombarded with data about how badly they perform.

Topics: Selling with Backbone, actionable insights, value, sales, value selling

 

One of the first things that first responders do when they start to treat a trauma victim is to find out where the victim is bleeding. Second, they determine which of those injuries is most life threatening. 

Topics: Selling with Backbone, actionable insights, buying center, value selling, revenue

Management guru Peter Drucker stated that the purpose of business is to create and retain customers. But Drucker omitted an essential component for how companies stay in business — namely, that the customers they select and serve must be profitable. Otherwise, hand that customer over to the competition. Not all business is good business; and last time I checked, B2B businesses were not charities.

Topics: Selling with Backbone