Drive Your Value Message with White Space

Posted 28 Jun, 2017 | Posted in: Newsletter | Tagged: ,
Travis UmplebyWritten by Travis Umpleby

You are sitting across the table from an important influencer within your customer’s buying center. You scheduled this meeting to outline how your new product helps the customer’s teams improve performance. You present one customer value prop after another, so many in fact, there’s no way you can lose. Except for one thing. The value proposition that the influencer cares… 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

Your Customers Want You to Grow with Them…Just Listen!

Posted 11 Nov, 2016 | Posted in: Pricing | Tagged: ,
Saad ShahzadWritten by Saad Shahzad

Every company that we have worked with wants to grow. They set growth targets and communicate it to their shareholders. Achieving these targets can mean make or break for the organization. At times, we see companies become overwhelmed with options in their pursuit of growth and while under immense pressure from shareholders, seem to be standing still versus moving forward…. Read More

Holden Advisors - value message

Value Isn’t Value Until It’s Applied!

Posted 19 Feb, 2016 | Posted in: Sales Effectiveness | Tagged:
Tannis AshworthWritten by Tannis Ashworth

We all like to believe we understand the value our products and services will bring to our customers.  We study our products and link the benefits of what our company delivers to our customers and their respective business; believing we can make a positive contribution.  However, why is it the messages we work so hard to develop often fall on… Read More