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Posted 13 Apr, 2017

A premium brand data company has been suffering from common issues: shrinking margins, lack of protocols to determine which deals are worthy of pursuit, widespread discounting with few alternatives, underleveraged yet differentiated products. With overwhelming agreement to proceed, Holden Advisors conducted a Negotiating with Backbone pilot training session to lay a foundation of skill for select sellers.  Sellers are now reviewing qualifying data with sales managers to determine smart deal pursuit, analyzing buyer behavior, applying effective strategies and tactics based on buyer behaviors, and creating alternatives to discounting.

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