If Prices Could Talk
If Prices Could Talk
Podcast Description
Welcome to If Prices Could Talk, the podcast where we explore the strategies and tactics that drive effective pricing, sales, and negotiations in B2B.
Join us for candid conversations with thought leaders and industry experts as we dive into what’s working, what’s changing, and how to build and sustain pricing power in today’s markets. We’ll explore tactical approaches to value-based pricing, improving sales effectiveness, and best practices for negotiating with backbone.
Podcast Insights
Content Themes
The podcast emphasizes pricing strategies, sales effectiveness, and negotiation tactics in B2B contexts, with episode highlights including tactical approaches to value-based pricing, symptoms of pricing misalignment, and discussions on AI's role in pricing processes.
Welcome to If Prices Could Talk, the podcast where we explore the strategies and tactics that drive effective pricing, sales, and negotiations in B2B.
Join us for candid conversations with thought leaders and industry experts as we dive into what’s working, what’s changing, and how to build and sustain pricing power in today’s markets. We’ll explore tactical approaches to value-based pricing, improving sales effectiveness, and best practices for negotiating with backbone.
How do you build a sales team that doesn’t crumble under pressure?30-year sales veteran Vanessa Giuliani joins Holden Advisors CEO Brian Doyle and host Tracy Dent to unpack real-world lessons from high-stakes negotiations across the US, UK, and Canada.
From poker-playing procurement tactics to sales team transformation, this episode is full of stories and takeaways for sales leaders up against tough procurement teams and challenging negotiations.
Topics covered:
- Sales leadership during pricing pressure
- Building sales teams that protect value and don’t fold against procurement
- Regional differences in negotiation style
- Real stories from negotiations and what to do when it turns into a game of poker
ABOUT VANESSA
Vanessa has been leading teams for 30 years with in-depth experience in financial services, data management, software, technology, credit, and fraud. Most recently, she was the general manager of an international business unit of a multi-billion dollar Fortune 1000 company.
With experience with large and complex organizations like Equifax and CIBC Bank, she has built new revenue streams, set up data exchanges, product transfer between countries, migrations, transformations, and developing new lines of business from the ground up. Connect with Vanessa: https://www.linkedin.com/in/vanessa-giuliani-/Connect with Brian: https://www.linkedin.com/in/brianadoyle/Connect with Tracy: https://www.linkedin.com/in/tracyleighdent/
ABOUT HOLDEN ADVISORS
Holden Advisors is a boutique consulting firm specializing in B2B pricing and sales performance. We help companies understand their value through the eyes of their customers and use these insights to develop, price, and sell solutions that meet evolving market demands.
Our tailored strategies are designed to improve differential value and go-to-market execution. With decades of expertise in value-based pricing, sales implementation, and negotiation, we partner with companies to build and protect their pricing power.
Learn more at www.holdenadvisors.com
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