Brian Doyle

President @HoldenAdvisors | Strategic Pricing and Negotiation | Rapid Revenue Growth | Transformational Leader, Speaker & Coach

[Brian Doyle @bnhdoyle]

Interesting piece from Kiran Mann on being agile as a leader. What stood out to me: embrace change, stay informed, prioritize learning (for me, that’s the key to staying energized and moving forward).
https://t.co/iMqgjJ58y0

[Brian Doyle @bnhdoyle]

“We need to stop just pulling people out of the river. We need to go upstream and find out why they’re falling in.” Bishop Desmond Tutu was talking about bigger issues than pricing / sales, but it applies. Stop replacing people without finding the root cause of underperformance.

[Brian Doyle @bnhdoyle]

A friend just shared a fabulous quote with me: “Culture is the worst behavior you will tolerate.”

Wow! That says it. We talk so much about creating great cultures, but do we address the bottom of the spectrum or just the top?

Thanks @jamesdwilton !

[Brian Doyle @bnhdoyle]

Jim Lovell (Commander of Apollo 13) said, "Be thankful for problems. If they were less difficult, someone with less ability might have your job." It's not just about solving problems, either. It’s about the impact you can have on your team, organization, family, and community.

[Brian Doyle @bnhdoyle]

Smart thinking from Jeet Mukherjee via @Forbes: Ways To Tactfully Turn Down A Client Request https://t.co/vF9bfPSqu6

[Brian Doyle @bnhdoyle]

Normal is not what normal was. @David_G_Ross provided some great suggestions for managing volatility https://t.co/9wpnQ3N78I

[Brian Doyle @bnhdoyle]

The London School of Economics found that with a 12+ year age gap between their manager, workers were 3x more likely to be dissatisfied. @StanPhelpsPG and I published this matrix in Gray Goldfish to help managers with issues like this.

[Brian Doyle @bnhdoyle]

A negotiation isn’t about your value in a vacuum; it’s about your value compared to the competition. DC researched what mattered to Leonsis and what Arlington was offering. They then came back with a more attractive offer.

https://t.co/PWe5mC2ibt.

[Brian Doyle @bnhdoyle]

“Can we do this @ $1K?” That’s the bottom line of a sales email I recently received. They took 50% off the original asking price when I didn't reply. If you’re selling something of value, don’t do this; you’re teaching them that if they wait, they can get a discounted product.

[Brian Doyle @bnhdoyle]

"What you do speaks so loudly that I cannot hear what you say." – Ralph Waldo Emerson. As a leader, it’s far more critical to do the right thing than say the right thing. It also takes the pressure off being perfect in the moment and allows you to be more genuine

[Brian Doyle @bnhdoyle]

Thanks, @shanesnow for the great questions to ask before adopting AI. Examples: What are the possible ripple effects of adopting this AI tool? How will our team need to work differently now? Who will be affected adversely by this?
https://t.co/VxDop6JmRW

[Brian Doyle @bnhdoyle]

In successful negotiations, sellers use Give-Gets to diagnose what really matters to buyers and to keep price and value aligned. A common mistake is to determine how much the value is worth to the seller. The more important question: “What is it worth to the customer?”

[Brian Doyle @bnhdoyle]

“Soft skills” always get less emphasis than “hard skills”, but they can make the difference between a highly-functioning successful team and a toxic environment that leads to failure. Some good reminders here. https://t.co/OQpgTTbaqX

[Brian Doyle @bnhdoyle]

When sales teams are bombarded with training, we see a marginal increase in capability, and 90% of information forgotten in 30 days. Focusing on simple training areas (start with negotiation) can yield immediate results. The impact on your profitability will speak for itself.

[Brian Doyle @bnhdoyle]

In high-stakes negotiations, silence is golden, and sometimes, it can be worth millions. Silence can feel unbearable, pressuring both parties to fill the void. Yet, you create space for the other side to rethink, revealing more than they intended or improving their offer.

[Brian Doyle @bnhdoyle]

“If you are the person at the top or want to be that person, you need ruthless and clear awareness of what your key strengths and weaknesses are. Otherwise you are doomed to fail.” A bold statement by Tom Oliver that is hard to disagree with.
https://t.co/5u8fciJCNg

[Brian Doyle @bnhdoyle]

At @HoldenAdvisors, we’ve always defined B2B value as increasing a customer’s revenue, reducing their expenses and/or minimizing their risk. ESG and social responsibility are also becoming sources of value. @IAlmasiSimsic
https://t.co/NKDut9Hwkt

[Brian Doyle @bnhdoyle]

When hiring for a senior leadership role, should you hire for hard skills or soft skills? BigThink makes a strong case for soft skills. Great insight from @DanielGolemanEI and Cary Cherniss
https://t.co/Be2J81lssm

[Brian Doyle @bnhdoyle]

I don’t always line up with Mark Cuban, but this made me pause & nod. The worst career advice he ever received: “‘Follow your passions. No. Follow your effort. No one quits anything they’re good at. If I followed my passion, I’d still be trying to play professional basketball.”

[Brian Doyle @bnhdoyle]

@HoldenAdvisors research shows that Procurement leaders have a 10+ year head start over sellers when it comes to negotiation training. Sales teams can’t afford to fall further behind. I highly recommend looking into coaching for your people.
https://t.co/8Aqi0WqbiB