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.

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

Copyright: sifotography / 123RF Stock Photo

We meet and work with sales managers all over the globe and a question we are asked frequently is, “Why can’t my sellers close the deal?”  It is an important question to consider, but we must first establish a few assumptions. Sellers want to close the deal – it’s how they get paid and makes them feel great! Closing is… Read More

Bully buyer

With the media full of reported bullying incidents in politics, schools, on sports teams, and in the work place, why do so many sales professionals put up with these similar tactics demonstrated by procurement? Some bullying experiences are subtle while some are more outrageous than others – downright kamikaze!  Negotiating Backbone is imperative for today’s sellers. But why is it… Read More

Holden Advisors - Trusted partner to global organizations

How Well Does Your Sales Team Harvest Value? As the understanding and communication of value matures in a sales organization, the payoff to a company’s profit increases.  This truth is widely accepted, like that fire is hot or rain is wet.  If the fact that value creation and harvesting has profit implications is no surprise to anyone, why do so… Read More