Holden Advisors Introduces Backbone Basics

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The Digital Learning Platform to Transform Your Sales Team from Discount Vendors to Value Defenders

The role of the Rabbit is invited by a buyer in a negotiation is to drive down the price of the preferred vendor.

Backbone Basics helps salespeople avoid traps like becoming "the Rabbit" in a tough negotiation. The Rabbit is invited to bid solely to drive down the price of the preferred vendor.

Backbone Basics gives salespeople the skills and tools to better manage the toughest part of the selling cycle - the price conversation

Holden Advisors, thought-leaders in B2B pricing and executing price through the sales force, announced today the release of their first-of-its-kind Backbone Basics, an interactive, engaging digital learning experience for large global companies looking to transform sales teams from discount vendors to value defenders.

“We are really excited to offer this ground-breaking digital learning approach to support our clients,” said Carolyn Holden, CEO of Holden Advisors. “Backbone Basics gives salespeople the skills and tools to better manage the toughest part of the selling cycle – the price conversation. Many of our clients are under the gun to transform the skills of large sales teams and this learning platform delivers results fast. Customers realize faster profit growth as large, global sales teams apply a consistent approach to close more deals at higher prices.”

Holden Advisors chose to partner with SwissVBS, the award-winning, digital learning agency specializing in driving change through global organizations.

“SwissVBS is thrilled to partner with Holden Advisors in this effort,” said Shahin Sobhani, President of SwissVBS. “Newer generations are learning in very different ways, they really want to be empowered and inspired. Backbone Basics is the perfect addition to Holden’s thought-leading content because its creative, engaging, and accessible - it’s there when and where sales teams need it, without pulling them out of the field.”

Offered as part of Holden Advisors’ Negotiating with Backbone transformational services, Backbone Basics is an animated, accessible, application-based learning offering. It is designed to be engaging and effective in building price negotiating and value selling skills for global, customer-facing, B2B teams. The platform allows sales leaders to follow the progress each salesperson makes and how well they apply the concepts. The micro-learning modules are designed to develop new skills on a salesperson’s own schedule, while reducing time out of the field. When paired with Holden Advisors’ 1-day workshop, Backbone Basics becomes a powerful and effective blended learning solution that drives behavior change and reinforces the confidence of salespeople.

Based on the ground-breaking book by Dr. Reed Holden, Negotiating with Backbone, Backbone Basics provides the framework for building negotiating power and defending price, including how to know your value, create Give-Gets, recognize different buyer motivations and types, and change your tactics to level the playing field during nail-biting negotiations with customers you can’t afford to lose.

About SwissVBS:
SwissVBS is a full-service digital learning design and production agency, focused on providing value at every step of the learning journey. They leverage their suite of offerings to create industry-leading, customized learning solutions that drive meaningful change in behavior and performance. SwissVBS is the also a winner of the prestigious Brandon Hall Award 2016.

About Holden Advisors
Holden Advisors is a team of pacesetters. We specialize in coaching clients to develop price to value capabilities and high impact sales negotiation skills for optimal results. Our subject matter experts foster an outside-in view of the customer while providing a lens to diagnose and solve our client’s evolving issues. Our collaborative approach builds client capability which achieves improvement in ROS, higher average margins and improved, cross functional alignment.

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Alison Yama
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