Concord, MA (PRWEB) March 13, 2012
Holden Advisors, a leading strategic pricing consultancy, announced today the launch of a new consulting and training practice to support salespeople in complex customer negotiations. Chris Provines, former VP of Pricing and Commercial Excellence for global powerhouse Siemens will lead the practice as Vice President, Pricing and Sales Effectiveness. Provines will help clients grow sales and margins by instilling backbone when presenting their value to customers and preparing for price negotiations.
“For years, procurement has outpaced sales in its investment in training negotiation skills to drive prices out of suppliers. It is time for salespeople to face the most difficult part of selling- to prepare and defend price during tough customer negotiations,” said Carolyn Holden, President of Holden Advisors. “Chris is uniquely qualified to help our clients better sell the value of their offerings and defend the price that captures that value. We can leverage Chris’ years of experience on the procurement, sales and pricing sides of a negotiation to help our clients take back some control, improve their win rates, and increase margins.”
“Holden Advisors is uniquely positioned in the market to leverage their pricing expertise with services to support sales people in customer negotiations,” said Provines. “The combination of Holden’s pricing expertise and sales negotiation know-how work together to change the sales negotiation culture by leveling the playing field between sales and procurement.”
Chris brings to Holden Advisors over 20 years of global experience in Fortune 50 companies including VP level leadership roles at Johnson & Johnson and Siemens in pricing, procurement, key account management and commercial excellence. His practical experience includes developing global pricing strategies for innovative, multi-billion dollar products; implementing value selling programs; leading global pricing initiatives; and managing procurement teams with greater than two billion in annual spend. Chris has penned many well respected articles such as “Implementing Value Selling: 5 Lessons from Both Sides of the Table”, “Understand the 5 Secrets of a CPO for Smarter B2B Selling and Pricing”, and “Overcoming Organizational Barriers to Implementing Value Pricing in The Medical Devices & Diagnostics Industry”. Chris is a favorite keynote speaker at numerous healthcare, pricing and selling industry events and serves as Adjunct Professor at Rutgers University. Chris also serves on the Board of Directors for the Professional Pricing Society.
About Holden Advisors
Holden Advisors increases our clients’ revenue and profits by leveraging the financial value of an offering in pricing strategy and process, so empowering sales people to capture the full profit potential while confidently defending prices. Our team delivers global pricing strategy, analysis, processes, and backbone-building sales effectiveness training that drive real impact straight to the frontline of the customer buying experience. For more information on how to build backbone in your sales organization, please see http://www.HoldenAdvisors.com.