Negotiating with backbone and AI with Josh Read, IDVerse

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If Prices Could Talk

Holden Advisors

44 episodes

5 days ago

Welcome to If Prices Could Talk, the podcast where we explore the strategies and tactics that drive effective pricing, sales, and negotiations in B2B. Join us for candid conversations with thought leaders and industry experts as we dive into what’s working, what’s changing, and how to build and sustain pricing power in today’s markets. We’ll explore tactical approaches to value-based pricing, improving sales effectiveness, and best practices for negotiating with backbone.

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Negotiating with backbone and AI with Josh Read, IDVerse

If Prices Could Talk

46 minutes 22 seconds

6 months ago

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)
Real stories of sales teams holding their ground against pricing pressure
How to use AI and data to give your sellers confidence

ABOUT JOSH

Josh is the Global Chief Operating Officer of IDVerse – A LexisNexis Risk Solutions Company. IDVerse enables businesses to verify identities globally with industry-leading AI-driven Identity Verification Platform. They innovate at the forefront of identity verification and fraud prevention, helping businesses create secure, seamless, and inclusive digital experiences. With over 30 years of leadership experience across Sales, Product, and Operations in Software, Data, and ICT B2B organizations, Josh has scaled global businesses, optimized operations, and driven commercial growth in highly complex and regulated industries.