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