Holden Advisors

How can sellers differentiate between true price buyers and those who are just bluffing? Brian Doyle shares learnings from his leadership and sales journey, how teams can protect their pricing power, and ways to prevent sellers from getting chewed up by procurement in this episode of the Business Legacy podcast. Thanks to Paul Dio for hosting! Listen to the full episode here: https://lnkd.in/dMqu4XqV

Hitting both short and long term revenue goals requires a lot of buy-in across GTM teams. In this episode, we unpack success stories from years of trial and error, strategies for driving alignment with sales, and ways to keep pricing simple as technology evolves. Pete Eppele Rich Flati Jeet Mukherjee Tracy Dent Full episode here: https://lnkd.in/d5niQ5MT

Markets, customers and competitors are always changing, so we must stay on top of how value drivers change over time. When companies lose visibility of that, they see significant drops in their pricing power as they deviate from what customers truly value from them. Jeet Mukherjee https://lnkd.in/df7DDUK3

Even in commodity-driven markets, there are always differentiators that set you apart from your competitors. Pete Morelli Jeet Mukherjee Travis Umpleby Tracy Dent

What's new in AI and procurement negotiations? This week on the podcast, we're discussing related headlines from MIT, Walmart, and Amazon and possible macro implications on commoditization. Link to full episode: https://lnkd.in/duphGdKn Tracy Dent Jeet Mukherjee Pete Morelli Adnan Akbari

There are many strategies companies use to shelter from headwinds, but one can help you play defense and offense at the same time. Enter the “flanking product.” Pete Morelli https://lnkd.in/gCbA6MZn

Sales teams lose extraordinary amounts of energy, time, and overall productivity chasing deals they have no chance of winning. We call this position The Rabbit.  As The Rabbit, your sole purpose from the customer's perspective is to drive down the price of a favored supplier. Before wasting your time with an RFP you can’t win, look for these red flags. If you see more than one, consider focusing your effort elsewhere.

How do cyber attacks impact decision-making in SaaS? This week we’re chatting recent security issues in the auto industry and implications for strategy and pricing moving forward. We also discuss the possible strategies behind Google’s regional pricing changes, Apple’s Vision Pro redesign, and Starbucks’ new promotions run. Full episode: https://lnkd.in/dq84uspE Tracy Dent Pete Morelli Jeet Mukherjee Adnan Akbari

True price buyers are pretty rare in today's selling environment. Before your next sales conversation, make sure you know who you're talking to! More information on the four buyer types below.

After a few years of reluctant price acceptance, many customers are now pushing back on increases or threatening to switch vendors. Before dropping prices, make sure you're ready to play hardball with procurement in your next negotiation. Learn how in Pete Morelli's article in Velocity Magazine Strategic Account Management Association (SAMA) https://lnkd.in/dVRtjBPe