Holden Advisors Blog

Think What Price Can Do, Not What Price Should Be

Posted 14 Feb, 2018 | Posted in: Newsletter, Pricing with Confidence
Richard Harrington Written by Richard Harrington

During a recent conversation, a pricing manager from a client confessed he felt frustrated with his current state of affairs. He felt the way his...

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In an article published recently in the “Technology” section of The Wall Street Journal, the author, Jack Nicas, alluded to pricing excellence in...

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I received a call late Friday afternoon from one of our clients, a $800m DaaS company. The VP of Sales Transformation had attended a recent...

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In our book Negotiating with Backbone, Reed Holden describes strategies and tactics designed to combat the Procurement Pricing Buzz Saw. The...

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(Part 3 of 3)

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Questions are like Tools—Pick the Right One for the Job

Posted 17 Jan, 2018 | Posted in: Selling with Confidence
Ellen Quackenbush Written by Ellen Quackenbush

(Part 2 of 3)

In the first blog of this Asking Great Questions series, I talked about the need or rationale for asking questions.  Great questions...

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$4.99 Footlongs? Subway, You’re Doing it Wrong

Posted 17 Jan, 2018 | Posted in: Pricing with Confidence
Pete Morelli Written by Pete Morelli

Remember the Subway “Five-dollar footlong” jingle from 2008? Ten years later, Subway is doubling down on the promotion with a two-month run of...

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The Importance of Building Trust: The Winter Car Blues

Posted 17 Jan, 2018 | Posted in: Pricing with Confidence
David Broadbent Written by David Broadbent

I don’t like arctic cold. I like it even less when I have to take care of unexpected car maintenance. What we would do ourselves in summer, we...

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Special Report from the Field

Posted 17 Jan, 2018 | Posted in: Newsletter, Selling with Confidence
Adele Mclean Written by Adele Mclean

 

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Great Questions are Grounded in Curiosity

Posted 11 Jan, 2018 | Posted in:
Ellen Quackenbush Written by Ellen Quackenbush

(Part 1 of 3)

Great leaders spend their time looking forward and inspiring their team to build an exciting future.   These leaders actively...

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