It’s important to know how to beat out your competition, but your rivals
aren’t the most common reason you lose deals. What do you do
when your customer Just. Won’t. Make. A. Decision?
In this webinar, Brian Doyle, president of Holden Advisors, explores
the three essential techniques top-performing strategic account managers
employ to close deals that would otherwise be lost to customer indecision.
You’ll learn how to:
-Utilize divergent thinking to create a shared vision with your customer
that solves their business problems
-Perfect the role of learner vs. teacher, earning you trusted advisor
status while overcoming the fear of looking uninformed in front of
your customer
-Increase your “Curiosity Quotient” to build an in-depth understanding
of how your value improves your customer’s business performance
Overcome your customer’s no-decision inertia to close more deals
and build a sustainable sales pipeline.
Holden Advisors President Brian Doyle has extensive experience on both
sides of the negotiation table, as both a sales leader and a lead
negotiator. Recognized as an expert in the B2B space, Brian
specializes in high-value contract negotiations.
His leadership experience began as a US Air Force pilot, where he
commanded 31 combat missions in Kosovo as well as transported the
Presidential motorcade around the world.
Transitioning to business leadership, Brian led the 6-sigma program
for a division of General Electric and worked as a sales and marketing
vice president at Genworth Financial, leading the company to double
its market share in 18 months. He’s since focused his efforts
on improving the leadership and negotiation strategies for his clients,
resulting in over $1 billion in increased profit.
He has a bachelor’s degree in Astrophysics from the United States
Air Force Academy and a master’s degree in Systems Engineering from
St. Mary’s University.