Passing the Price Gauntlet with Strategic Accounts

Posted by Reed Holden on Sep 8, 2021 5:44:03 PM

As a strategic account manager, you take the long view in working with your customers to ensure that each of them gets the right solution. You invest time in evaluating your customer's business and sourcing the best team internally to configure a valuable solution. It takes teamwork, planning, and execution.

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Topics: Negotiating with Backbone, Selling with Confidence

Are You Ready for a Usage-Based Pricing Model?

Posted by Patrick McCullough on Aug 16, 2021 4:29:53 PM

Usage-based pricing, or quantity-based pricing, is the next iteration of the subscription economy, especially for B2B software companies. If you’re considering how your company would fare with usage-based pricing, there’s no time like the present, but here are a few things to think about before you jump in.

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Topics: Pricing with Confidence, Uncovering your Value, Pricing Strategy

Data-driven Pricing Can Increase Your Profit

Posted by Mike Cannestra on Jul 26, 2021 1:49:20 PM

At Holden Advisors, we believe a value-based approach is the best way to set a fair price for your products and services. But data-driven pricing, when done right, will lift your profit margins in the short term. Here’s the story of how hunting down hidden data turned profits around for one company.

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Topics: Pricing with Confidence, Uncovering your Value, Pricing Strategy

How to double your price and retain your customers

Posted by Brian Doyle on Jul 9, 2021 3:14:08 PM

Is it possible to double your price and not lose any customers? Yep.

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Topics: Pricing with Confidence, Uncovering your Value

News from the field: Qualify, qualify, qualify

Posted by Adele Mclean on May 19, 2021 11:21:26 AM

Are your sales teams spending enough time qualifying their opportunities and defining the right solutions for their customers? Here's how to know if they are on the right track.

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Topics: Negotiating with Backbone

True Profitability

Posted by Pedro Ferro on Apr 22, 2021 1:38:49 PM

We live in a time of abundant choice, and our customers expect options. Providing customers with a large variety of products and features is a compelling way to sell more. But, as companies grow and diversify, it can be difficult to capture the monetary value generated by the long tail of these products using traditional product management tools and data. An example of these traditional methods includes simple gross margin and product costing techniques derived from accounting systems. These conventional accounting data sets fail to account for the value of diversification and the actual cost of complexity.

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Topics: Pricing with Confidence, pricing metrics, value selling, pricing

The Top 5 Articles from 2020

Posted by Holden on Jan 14, 2021 9:04:58 PM

2020 was an unexpected year for all of us. It was filled with unprecedented changes to all of our lives, a pivot (for most of us) to doing business virtually, and for us at Holden Advisors, a lot of new and interesting content relating to virtual negotiations and price changes in a pandemic. As we reflect on the past year, we wanted to take this opportunity to thank you for your continued interest in our publications and spotlight the 5 articles you loved the most in 2020.

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Topics: Negotiating with Backbone, Pricing with Confidence, Selling with Backbone, Commercial Transformation

3 Principles to Guide Pricing Decisions During Uncertain Times

Posted by Patrick McCullough on Oct 7, 2020 2:58:41 PM

Given all the disruption and change this year, challenging your commercial organization’s go-to-market strategy is a totally reasonable endeavor. The big questions are:

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Topics: Pricing with Confidence

The Importance of Trusted Partners - In Business & In Life

Posted by Reed Holden on Sep 13, 2020 1:24:17 PM

The other day I received a call from the CEO of a technology company, and it was not to talk about his company. In this case, I was provided as a reference for a building contractor I had worked with several years ago. The caller’s name was Curt, and like many people building a home, Curt wanted to find a contractor who would do the job on time and not overcharge him. Sounds reasonable, right? Well, not always.

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Topics: value selling, pricing

Is it the right time for a price increase?

Posted by Reed Holden on Aug 31, 2020 8:49:05 AM

We have received many requests from companies wondering if it is a good idea to increase prices to offset declining sales during the pandemic. While the answer is generally no, it is important to recognize how buyers are changing their behavior and how the pandemic is causing disruption. So I thought it was wise to spend a few minutes reviewing the importance of understanding your distinct customer groups to bring clarity during economic chaos.

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Topics: Pricing with Confidence, big data, value, pricing