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.

Santa delivers sales negotiation

What sales people want from you dear Santa – I mean dear CEO and dear GM for 2018! (sing along to the tune ‘All I want for Christmas is my Two Front Teeth’) Everybody stops and stares at me The discounting’s gone wrong as you can see I don’t know just who to blame for this catastrophe But my one… Read More

Top 3 Pricing and Sales Blogs of 2017

‘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… Read More

Holden Advisors - Trusted partner to global organizations

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? Real value is simple. If what you deliver creates measurable financial impact that is relevant and meaningful to your customers, then you deliver… Read More

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