Holden Advisors Blog

The Downward Effect of Pricing Technology

Posted 11 Jul, 2018 | Posted in: Negotiating with Backbone
Tim Mullane Written by Tim Mullane

Recently, I had an interesting conversation with the VP of Pricing for a $15B manufacturing company. The primary topic of our discussion was the...

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Fast Fixes: Three Things You Can Do to Acquire Profitable Customers

Posted 26 Jun, 2018 | Posted in: Newsletter
Saad Shahzad Written by Saad Shahzad

What is the foremost goal of a successful business? To make a profit. Now, this may seem obvious, but in working across industries, it seems to me...

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Bullies and Backbone

Posted 26 Jun, 2018 | Posted in: Negotiating with Backbone, Newsletter
Reed Holden Written by Reed Holden

If you’d like a checklist to help you remain calm in the face of a nightmare negotiation, click below and we'll send you our infographic 

...

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Is elasticity the best tool in your arsenal? Not always

Posted 20 Jun, 2018 | Posted in: Pricing with Confidence
Richard Harrington Written by Richard Harrington

When deciding on the price to charge in the market, many companies look to price elasticity— how the volume sold changes with the price charged to...

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Is Your Product Really a Commodity?

Posted 15 Jun, 2018 | Posted in: Negotiating with Backbone, Selling with Confidence
Adele Mclean Written by Adele Mclean

Is Your Product a Commodity? Is it really? Or, does your customer cry commodity to get you to decrease your price? Adele McLean talks about how...

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Don’t sell your products, sell what your products do

Posted 13 Jun, 2018 | Posted in: Uncovering your Value
Ellen Quackenbush Written by Ellen Quackenbush

Customers buy your products for a reason—namely, the impact your products have on their business results. If they could get the same results...

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In Pricing with Confidence, Reed Holden described the profit power of choosing the right, and sometimes innovative, pricing model. A stellar...

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Translating Value for Sellers and Customers

Posted 23 May, 2018 | Posted in: Newsletter, Uncovering your Value
Tim Mullane Written by Tim Mullane

I recently spoke with a major supplier to semiconductor manufacturers. The semiconductor industry has a handful of global players owning 80% of...

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Field Report – Are You Saying “No” Too Much in Your Team?

Posted 23 May, 2018 | Posted in: Newsletter
Adele Mclean Written by Adele Mclean

I have been reflecting on Travis Umpleby’s article, 3 Qualities of a High-Performance Pricing Team, and I wanted to share some observations from...

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Big Customer Negotiating: Dancing with a Gorilla

Posted 23 May, 2018 | Posted in: Newsletter
Reed Holden Written by Reed Holden

Big or small, almost all B2B companies have to sell to large, powerful companies because they believe that the "big win" keeps the plant running...

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