Transforming Sales Strategies: Customer Value and Pricing

Business Legacy

The secrets of distinguished leadership and pricing strategies with Brian Doyle, President and CEO of Holden Advisors, in our latest Business Legacy Podcast episode. Learn how Brian's transition from an Air Force pilot to a business leader has shaped his unique approach to defining missions and managing diverse teams. He shares his insightful journey from a Six Sigma role at GE Capital to mastering customer-oriented sales and marketing, emphasizing the importance of problem-solving and customer engagement in driving business value.

Discover the art of developing value-based pricing strategies in the B2B realm. Brian offers a deep dive into analyzing transactional data, understanding market competition, and conducting customer interviews to reveal true pricing power. Gain practical tips on training sales teams to effectively communicate value and manage dynamic pricing. Hear inspiring client success stories that highlight the necessity of firm boundaries and empowering teams to achieve remarkable results. This episode is packed with essential lessons on evolving leadership styles and creating a lasting business legacy—don’t miss out!

Topics covered in this Episode:

• Learn the importance of analyzing transactional data, understanding market competition, and conducting customer interviews to uncover true pricing power.

• Find out the secret to evolving leadership styles and the importance of empowering teams to enhance performance.

• Brian shares his strategies management, for effectively navigating organizational emphasizing the change, drawing from his experiences and challenges of in both military and defining missions corporate environments.

Timestamps 00:00:00 - Introduction and Welcome to Business Legacy Podcast 00:00:37 - Brian Doyle's Journey from Air Force Pilot to Business Leader 00:02:18 - Comparing Military Leadership with Commercial Business Management 00:03:54 - Transitioning from Six Sigma at GE Capital to Sales and Marketing 00:05:12 - Understanding Price and Value in the B2B Space 00:07:08 - Analyzing Transactional Data and Conducting Customer Interviews 00:08:37 - Training Sales Teams to Communicate Value and Manage Pricing 00:10:05 - Differentiating Genuine Price Buyers from Bluffers 00:12:22 - Importance of Leadership in Enhancing Team Performance 00:14:54 - Adopting an Inclusive and Patient Approach to Decision-Making 00:16:07 - Client Success Story: Doubling Prices Without Losing Customers 00:17:52 - Negotiation Techniques: Maintaining Firm Boundaries 00:19:37 - Legacy Goals: Equipping Clients to Charge for Value Delivered 00:21:25 - How to Connect with Brian Doyle and Holden Advisors

Visit the website https://holdenadvisors.com/ to learn more about Holden Advisors and what they are up to.

Legacy Podcast: For more information about the Legacy Podcast and its co-hosts, visit businesslegacypodcast.com.

For more information: Visit businesslegacypodcast.com to access the shownotes and additional resources on the episode.

Legacy Podcast: For more information about the Legacy Podcast and its co-hosts, visit businesslegacypodcast.com.