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.

Desperation Pricing is Destructive

Posted 05 Dec, 2016 | Posted in: Sales Effectiveness
Tannis AshworthWritten by Tannis Ashworth

(Excerpt form Tannis’ current featured blog) It’s that time of the quarter and the year! You may hear your colleagues preparing for the customer calls that will close out their final push to hit performance goals. Sales is working hard to bring in the revenue, and business leaders feel the need to ride in like the Lone Ranger to help… Read More

Influencers – The Force Behind The Sales Negotiation

Posted 09 Aug, 2016 | Posted in: Sales Effectiveness | Tagged: , ,
Tannis AshworthWritten by Tannis Ashworth

In a recent conversation with a sales team, we learned they had invested days into writing a fifty page RFP for a 15-year customer.   The team had done their homework, using their contacts to determine which elements of their response should be emphasized.  The date for all vendors to present to the selection committee was scheduled.  However, a week… Read More

Manage Sales with Backbone

Posted 18 Apr, 2016 | Posted in: Sales Effectiveness | Tagged: ,
Reed HoldenWritten by Reed Holden

We talk a lot about how sales teams can Negotiate with Backbone, and rightly so.  This is a huge opportunity to take action in limiting discounts that companies think they need to give to win business.  Our clients’ sales teams are making significant improvements on margin in negotiating their very next deal after learning the Backbone framework. The key to success… Read More

Won & Done

Posted 21 Mar, 2016 | Posted in: Sales Effectiveness | Tagged: ,
Ellen QuackenbushWritten by Ellen Quackenbush

Congratulations! You just inked a major deal that you’ve been working on for the past six months. You carefully worked the deal through a complex buying process, beating out your major competitor in the process. Your quota is almost clinched for the quarter. Time to focus on those other prospects that you have shortchanged recently in the hope of making… 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

What if I told you that just by focusing on improving your teams’ price negotiation muscles, you can improve your topline by 2 or 3%, maybe more?  What would this mean to the profitability of your company?  What would this mean for your own compensation?  Here are three simple but powerful backbone-building resolutions that will help your teams work smarter,… Read More