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Being a Rabbit: Good for Easter, Bad for Sales

When is being a Rabbit a bad thing? For starters, if you are a salesperson pursuing an RFP you have no chance of winning, you may be a Rabbit.
By Travis Umpleby Its Springtime, the sun is shining, the birds are singing.  Travis Umpleby explains why sometimes its grand to be a Rabbit, but other times, especially in a s… http://www.holdenadvisors.com/holden-resource-center/blog/2017/04/being-rabbit-good-easter-bad-sales/

The Virtues of Value

Understanding the financial value your products and services create for customers is the most important forward-looking capability to build confidence in customer facing teams.
By Alison Yama Today’s managers have access to more information regarding purchase decisions and history, customer demographics, volumes, timing, buying center, and the list g… http://www.holdenadvisors.com/holden-resource-center/blog/2017/04/virtues-value/

Desperation Pricing is Destructive

End of year discounts bring short term bump, long term headaches
By Tannis Ashworth - featured blogger on TrainingIndustry.com (Excerpt form Tannis' current featured blog) It’s that time of the quarter and the year! You may hear your coll… http://www.holdenadvisors.com/holden-resource-center/blog/2016/12/desperation-pricing-destructive/

Influencers - The Force Behind The Sales Negotiation

What role do influencers play in a sales negotiation? The answer is a big one. If you underestimate these influencers or worse, miss one in the sales process, you may be surprised by the outcome. Learn how to identify these critical role-players in you…
By Tannis Ashworth and Chris Mitchell   In a recent conversation with a sales team, we learned they had invested days into writing a fifty page RFP for a 15-year customer.  … http://www.holdenadvisors.com/holden-resource-center/blog/2016/08/influencers-force-behind-sales-negotiation/

Manage Sales with Backbone

Cultivate negotiation confidence
By Reed Holden We talk a lot about how sales teams can Negotiate with Backbone, and rightly so.  This is a huge opportunity to take action in limiting discounts that companies … http://www.holdenadvisors.com/holden-resource-center/blog/2016/04/manage-sales-backbone/

Won & Done

Disengaging after the Close Opens the Door for Competition
By Ellen Quackenbush Congratulations! You just inked a major deal that you’ve been working on for the past six months. You carefully worked the deal through a complex buying pr… http://www.holdenadvisors.com/holden-resource-center/blog/2016/03/won-done/

Value Isn't Value Until It's Applied!

The key is to ask good questions
By Tannis Ashworth We all like to believe we understand the value our products and services will bring to our customers.  We study our products and link the benefits of what ou… http://www.holdenadvisors.com/holden-resource-center/blog/2016/02/value-isnt-value-until-its-applied/

3 New Year's Resolutions to Build Negotiation Backbone

Help Teams Work Smarter in 2016
By Alison Yama   What if I told you that just by focusing on improving your teams’ price negotiation muscles, you can improve your topline by 2 or 3%, maybe more?  What woul… http://www.holdenadvisors.com/holden-resource-center/blog/2016/01/3-new-years-resolutions-build-negotiation-backbone/

How Loyal Are Your Customers?: A Christmas Tree Vendor’s Friendships Inspire a Film

    New York Times, From Christmas Fixture to Film Star   By Adele McLean   The tale of the commodity Christmas tree. Twas the night before Christmas and all th… http://www.holdenadvisors.com/holden-resource-center/blog/2015/12/how-loyal-are-your-customers-christmas-tree-vendors-friendships-inspire-film/

Recipe for Discount Disaster

Tis the Season for Year End Discounts
By Tannis Ashworth It’s true, customers cook up delectable discounts every year to get high value deals for discounted prices – here’s how they do it. Take 1 Proposal prese… http://www.holdenadvisors.com/holden-resource-center/blog/2015/12/recipe-discount-disaster/

New Year, New Price

Price Setting Isn't Automatically Price Getting
At this moment, your organization may be planning price increases for 2016.  Price setting is one thing, while ‘price getting’ is quite another.  In a recent poll, I asked partici… http://www.holdenadvisors.com/holden-resource-center/blog/2015/11/new-year-new-price/

The Challenger with Backbone - Part II

Give-Gets shift the power back to the seller
By Ellen Quackenbush In my last blog, I talked about how The Challenger Sale and Negotiating with Backbone is the one-two punch to winning profitable business in today’s tough … http://www.holdenadvisors.com/holden-resource-center/blog/2015/challenger-backbone-part-ii/

The Challenger with Backbone - Part I

Let's Acknowledge Buyer Behavior Has Changed
By Ellen Quackenbush The wild success of the Corporate Executive Board (CEB) book The Challenger Sale fueled an essential dialogue about the importance of communication of valu… http://www.holdenadvisors.com/holden-resource-center/blog/2015/04/challengers-backbone-part-i/