Leading sales teams to protect value in high stakes negotiations

Episode notes

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.

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