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Leading sales teams to protect value in high stakes negotiations
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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By Holden AdvisorsHow 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