Hear Travis Umpleby discuss the Poker Playing that happens during a negotiation and the rules of the game. Many salespeople make the common mistake of taking the first card they are dealt in a negotiation. This is one of the biggest tr…
At a recent networking event, I was chatting with a pricing manager from a major company famed for their innovation. She made a comment that really struck me:
At Holden Advisors, we often speak with General Managers (GMs) about commercial transformation. We want to understand not only what is happening in their markets and their businesses, but also the effectiveness of their commercial teams. Recently,…
Holden Advisors works with General Managers to improve the commercial performance of their businesses. Throughout the course of our work, we have identified a disconnect between the vision for and the reality of pricing functions within many organ…
