Holden Advisors team aims to elevate the world of sales performance and negotiation. That said, we know that all selling is not created equal, which is why you can find us here thinking, writing and speaking about sales effectiveness, what it means and how to achieve it. Join in and read up-to-the minute insights from our own change agents on the cutting edge of sales effectiveness.

Backbone for Big Law As someone who has spent over a decade in law firm business development, I can think of no better industry that should adopt Negotiating with Backbone. While lawyers are fantastic at negotiating on behalf of their clients, they abhor negotiating on their own behalf. The results: discounted fees and declining realization. A decade ago, realization hovered… Read More

Dynamic Pricing Warning

An RFP Just Arrived… An RFP just arrived in your email. No, you were not expecting this RFP: it came out of the blue.  It could have come from that company, that organization, or that agency you have approached time and again. You might have already been doing business or never worked with them at all. That does not matter,… Read More

Reduce, Reuse, Recycle: Reinforcement for Lasting Change Let’s face it, Sales transformation is all about change.  Change is all about choices.  But how do you support change that lasts? Choose reinforcement. We all want to avoid the revolving door of sales training programs that sap morale and have you searching high and low for ROI.  How can you reduce the… Read More

Move beyond the rabbit: sales strategy to be a game changer In Negotiating with Backbone, a Rabbit is the vendor or salesperson that often gets asked, at the last minute, to bid on a deal or respond to an RFP. You are a Rabbit when you: Have no relationship with the decision-maker Are surprised when you receive the RFP request… Read More

Sales Transformation Experts

Commentary from WSJ Aug 17, 2017 “How Oracle Engineered Its Sales Staff for the Cloud” As sales transformation experts, we often advise our clients to be wary of “the strategic accounts that you cannot afford to lose.” Typically, customer-facing teams are bending over backwards to service these big “strategic” accounts to the detriment of smaller customers who provide better margins… Read More

Last Mile Imperative

The ‘last mile’ is a colloquial phrase widely used in the telecommunications to refer to the portion of the network chain that physically reaches the end-user’s premises. This connectivity is critical; it is the link to their paying customers and allows them to receive revenue for their entire network. Without the connection there are no customers, no revenue. At Holden… Read More