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

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

Amazon to North American Cities: Calling all Rabbits

Posted 20 Sep, 2017 | Posted in: Newsletter | Tagged: , , ,
Richard HarringtonWritten by Richard Harrington

Last week, big city mayors across the US received the kind of news they dream about: Amazon is looking for a second corporate headquarters, with the promise of billions of dollars of investment and a potential of 50,000 new jobs.1 Time for negotiating tactics.  Get to work on that proposal – re-election awaits! While Amazon’s unusual tactics have caught the… 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