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

Curiosity and Confidence in Leaders

On Great Leaders

Posted 18 Oct, 2017 | Posted in: Newsletter | Tagged: , , , ,
Reed HoldenWritten by Reed Holden

We’ve had a lot of discussions on leadership lately. They tend to focus on people not characteristics. You know the drill, this person is a great leader and this one isn’t. It just so happened that I had a chance to meet an author, Chris LaVictoire Mahai of Aveus, who has an upcoming book on leadership.  She is focused on the characteristics of leaders who can drive positive,… Read More

Sales Teams Thrive with Right Tools

Does your sales team spend more time negotiating with you than with the customer? Do they struggle to achieve pricing targets? How well-equipped are they to accomplish the objectives they are given? As an avid DIY’er, I enjoy tackling various home renovation projects. I recently took on a larger project, so I enlisted the help of a friend who works… 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