ABOUT THIS EPISODE
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.
