Negotiating with backbone and AI with Josh Read, IDVerse
In this episode of If Prices Could Talk, Josh Read, COO of IDverse, and Brian Doyle, CEO of Holden Advisors, join Tracy Dent to unpack the realities of high-stakes B2B negotiations. From handling procurement pressure to identifying buyer types and navigating cultural dynamics in global deals, this episode brings stories from the front lines of enterprise selling, and how AI and analytics are changing the game and what stays timeless about value-based negotiation.
We discuss:
What’s changed in complex B2B negotiations
How to recognize and sell to different buyer types (including poker players)…
The skinny
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