Holden Advisors Blog

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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The Secret to Post-Merger Success

Posted 21 Mar, 2018 | Posted in: Newsletter, Selling with Confidence
Tim Mullane Written by Tim Mullane
Mergers can be a terrific way to grow your business, customer base, and product offerings. Given the changes in the regulatory environment, access... Read More

Special Report from the Field

Posted 21 Mar, 2018 | Posted in: Newsletter, Pricing with Confidence
Richard Harrington Written by Richard Harrington
This is a special pricing improvement project update from the field.

In our most recent pricing improvement project, we were tasked with finding...

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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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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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Value Is the Christmas Cheer Even Scrooge Can Get Behind

Posted 13 Dec, 2017 | Posted in: Newsletter, Uncovering your Value
Richard Harrington Written by Richard Harrington

Nothing beats the smell of a real Christmas tree. Every year on the weekend following Thanksgiving, my wife and I head to the local pop-up seller...

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