---
title: Weekly Blog for Holden Advisors
description: Pricing strategy, sales negotiation, value consulting, along with sales tips and success stories.
---
[](https://www.holdenadvisors.com/)
- About
- [Overview](https://www.holdenadvisors.com/about/overview/)
- [Core Values](https://www.holdenadvisors.com/about/core-values/)
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- [Sales](https://www.holdenadvisors.com/about/overview/#)
- [Overview](https://go.holdenadvisors.com/solutions/sales/improve-sales-performance)
- [Negotiating With Backbone](https://www.holdenadvisors.com/solutions/sales/negotiating-with-backbone/)
- [Selling With Backbone](https://www.holdenadvisors.com/solutions/sales/selling-with-backbone/)
- [Coaching](https://www.holdenadvisors.com/solutions/sales/coaching/)
- [Pricing](https://www.holdenadvisors.com/about/overview/#)
- [Overview](https://go.holdenadvisors.com/solutions/improve-pricing-performance)
- [Audit](https://www.holdenadvisors.com/solutions/pricing/audit/)
- [Analytics](https://www.holdenadvisors.com/solutions/pricing/analytics/)
- [Value-Based Pricing](https://www.holdenadvisors.com/solutions/pricing/value-based-pricing/)
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- [Blog](https://www.holdenadvisors.com/blog/)
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- [Pricing with Confidence](https://go.holdenadvisors.com/pricing-with-confidence)
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- [Newsletter](https://blog.holdenadvisors.com/tag/newsletter)
- [Case Studies](https://www.holdenadvisors.com/studies)
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- [Reed’s Bookshelf](https://www.holdenadvisors.com/bookshelf)
- [Contact](https://www.holdenadvisors.com/contact-us/)
- About
- [Overview](https://www.holdenadvisors.com/about/overview/)
- [Core Values](https://www.holdenadvisors.com/about/core-values/)
- [Leadership](https://www.holdenadvisors.com/about/leadership/)
- [Partners](https://www.holdenadvisors.com/about/partners/)
- [Careers](https://www.holdenadvisors.com/about/careers/)
- [Solutions](https://www.holdenadvisors.com/about/overview/#)
- [Sales](https://www.holdenadvisors.com/about/overview/#)
- [Overview](https://go.holdenadvisors.com/solutions/sales/improve-sales-performance)
- [Negotiating With Backbone](https://www.holdenadvisors.com/solutions/sales/negotiating-with-backbone/)
- [Selling With Backbone](https://www.holdenadvisors.com/solutions/sales/selling-with-backbone/)
- [Coaching](https://www.holdenadvisors.com/solutions/sales/coaching/)
- [Pricing](https://www.holdenadvisors.com/about/overview/#)
- [Overview](https://go.holdenadvisors.com/solutions/improve-pricing-performance)
- [Audit](https://www.holdenadvisors.com/solutions/pricing/audit/)
- [Analytics](https://www.holdenadvisors.com/solutions/pricing/analytics/)
- [Value-Based Pricing](https://www.holdenadvisors.com/solutions/pricing/value-based-pricing/)
- [Insights](https://www.holdenadvisors.com/about/overview/#)
- [Blog](https://www.holdenadvisors.com/blog/)
- [Video Series](https://www.holdenadvisors.com/about/overview/#)
- [Pricing with Confidence](https://go.holdenadvisors.com/pricing-with-confidence)
- [Publications](https://www.holdenadvisors.com/about/overview/#)
- [Books](https://www.holdenadvisors.com/insights/publications/books/)
- [White Papers](https://www.holdenadvisors.com/papers)
- [Newsletter](https://blog.holdenadvisors.com/tag/newsletter)
- [Case Studies](https://www.holdenadvisors.com/studies)
- [Events, Webinars & Podcasts](https://www.holdenadvisors.com/insights/events-webinars-podcasts/)
- [Reed’s Bookshelf](https://www.holdenadvisors.com/bookshelf)
- [Contact](https://www.holdenadvisors.com/contact-us/)
# Holden Advisors Blog
## [What To Do If Your Company Is Asked To Participate In A Reverse Auction](https://blog.holdenadvisors.com/reverse-auction)
Posted by [Mike Cannestra](https://blog.holdenadvisors.com/author/mike-cannestra) on Mar 3, 2022 12:22:09 PM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/reverse-auction)
*A reverse auction may land you a new client, but if you are the incumbent, it may be better to say no. Here’s why.*
[Read More](https://blog.holdenadvisors.com/reverse-auction)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/reverse-auction#comments-listing)
Topics: [Negotiating with Backbone](https://blog.holdenadvisors.com/tag/negotiating-with-backbone), [Selling with Confidence](https://blog.holdenadvisors.com/tag/selling-with-confidence), [Uncovering your Value](https://blog.holdenadvisors.com/tag/uncovering-your-value), [procurement](https://blog.holdenadvisors.com/tag/procurement)
## [Where Does Your Company Fall on the Customer Experience Pyramid?](https://blog.holdenadvisors.com/customer-experience-pyramid)
Posted by [Aaron Fransen](https://blog.holdenadvisors.com/author/aaron-fransen) on Feb 18, 2022 8:32:34 AM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/customer-experience-pyramid)
*Want to negotiate a winning deal? Learn the four basic buyer types and leverage the Customer Experience Pyramid to give yourself the winning edge.*
[Read More](https://blog.holdenadvisors.com/customer-experience-pyramid)
1 Comment [Click here to read/write comments](https://blog.holdenadvisors.com/customer-experience-pyramid#comments-listing)
Topics: [Negotiating with Backbone](https://blog.holdenadvisors.com/tag/negotiating-with-backbone), [Pricing with Confidence](https://blog.holdenadvisors.com/tag/pricing-with-confidence), [Uncovering your Value](https://blog.holdenadvisors.com/tag/uncovering-your-value), [customer experience](https://blog.holdenadvisors.com/tag/customer-experience)
## [How Value-Based Pricing Can Save the Customer Experience Industry](https://blog.holdenadvisors.com/how-value-based-pricing-can-save-customer-experience-industry)
Posted by [Brian Doyle](https://blog.holdenadvisors.com/author/brian-doyle) on Feb 8, 2022 9:45:56 AM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/how-value-based-pricing-can-save-customer-experience-industry)
Each year, customer experience (CX) consultants release studies highlighting how impactful CX can be. The [Temkin Group](https://www.qualtrics.com/m/www.xminstitute.com/wp-content/uploads/2018/08/XMI_ROIofCustomerExperience-2018.pdf) (a CX consultancy now owned by Qualtrics) published a study stating that companies earning $1 billion annually can expect to earn, on average, **an additional $700 million** within 3 years of investing in CX. In addition, Daniel Newman, CEO of Broadsuite Media Group reported that 86% of customers are willing to pay more [for a better experience](https://www.forbes.com/sites/danielnewman/2020/06/23/4-actionable-customer-experience-statistics-for-2020/?sh=4efa27e71a84). These findings are on the heels of a 2013 global CX study from Oracle finding that 97% of executives believe that delivering a great customer experience is critical to their [business advantage and results](https://www.oracle.com/us/global-cx-study-2240276.pdf).
[Read More](https://blog.holdenadvisors.com/how-value-based-pricing-can-save-customer-experience-industry)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/how-value-based-pricing-can-save-customer-experience-industry#comments-listing)
Topics: [Pricing with Confidence](https://blog.holdenadvisors.com/tag/pricing-with-confidence), [Uncovering your Value](https://blog.holdenadvisors.com/tag/uncovering-your-value), [customer experience](https://blog.holdenadvisors.com/tag/customer-experience)
## [Determining Product Value Through a Customer’s Eyes](https://blog.holdenadvisors.com/determining-product-value-through-a-customers-eyes)
Posted by [Mechell Hoxie](https://blog.holdenadvisors.com/author/mechell-hoxie) on Feb 2, 2022 9:31:02 AM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/determining-product-value-through-a-customers-eyes)
*When determining product value, it’s important to go beyond cost and demand. Your customers’ perceived value matters too, especially if you want to build lasting business relationships.*
[Read More](https://blog.holdenadvisors.com/determining-product-value-through-a-customers-eyes)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/determining-product-value-through-a-customers-eyes#comments-listing)
Topics: [Selling with Confidence](https://blog.holdenadvisors.com/tag/selling-with-confidence), [Uncovering your Value](https://blog.holdenadvisors.com/tag/uncovering-your-value), [Selling with Backbone](https://blog.holdenadvisors.com/tag/selling-with-backbone), [value selling](https://blog.holdenadvisors.com/tag/value-selling)
## [Should My Company Lower its Prices in a Competitive Market?](https://blog.holdenadvisors.com/should-i-lower-prices-in-a-competitive-market)
Posted by [Adnan Akbari](https://blog.holdenadvisors.com/author/adnan-akbari) on Jan 25, 2022 10:30:07 AM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/should-i-lower-prices-in-a-competitive-market)
*Spoiler alert: Lowering prices on a high-value product in a competitive market will rarely drive long-term growth. Here’s what to do with your competitive pricing strategy instead.*
[Read More](https://blog.holdenadvisors.com/should-i-lower-prices-in-a-competitive-market)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/should-i-lower-prices-in-a-competitive-market#comments-listing)
Topics: [Pricing with Confidence](https://blog.holdenadvisors.com/tag/pricing-with-confidence), [pricing](https://blog.holdenadvisors.com/tag/pricing)
## [Don’t Waste Your Time: Five Red Flags to Watch for with Unsolicited RFPs](https://blog.holdenadvisors.com/five-red-flags-for-unsolicited-rfp)
Posted by [Brian Doyle](https://blog.holdenadvisors.com/author/brian-doyle) on Jan 19, 2022 9:21:04 AM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/five-red-flags-for-unsolicited-rfp)
In the world of sales, it’s easy to get caught up in the possibilities of an unsolicited RFP. But, if you find yourself dealing with procurement, you might want to save your energy.
[Read More](https://blog.holdenadvisors.com/five-red-flags-for-unsolicited-rfp)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/five-red-flags-for-unsolicited-rfp#comments-listing)
Topics: [Negotiating with Backbone](https://blog.holdenadvisors.com/tag/negotiating-with-backbone), [Selling with Confidence](https://blog.holdenadvisors.com/tag/selling-with-confidence), [Selling with Backbone](https://blog.holdenadvisors.com/tag/selling-with-backbone)
## [4 Ways to Impact Price Realization](https://blog.holdenadvisors.com/4-ways-to-impact-price-realization)
Posted by [Pete Morelli](https://blog.holdenadvisors.com/author/pete-morelli) on Dec 6, 2021 3:53:55 PM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/4-ways-to-impact-price-realization)
One of our top goals in any consulting engagement is uncovering revenue and profit growth opportunities for clients. Generally, we want to answer four key questions:
[Read More](https://blog.holdenadvisors.com/4-ways-to-impact-price-realization)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/4-ways-to-impact-price-realization#comments-listing)
Topics: [Pricing with Confidence](https://blog.holdenadvisors.com/tag/pricing-with-confidence)
## [From Transaction to Trust: Overcoming Today’s Top 3 Sales Challenges](https://blog.holdenadvisors.com/overcoming-todays-sales-challenges)
Posted by [Pete Morelli](https://blog.holdenadvisors.com/author/pete-morelli) on Nov 9, 2021 11:07:13 AM
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[](https://blog.holdenadvisors.com/overcoming-todays-sales-challenges)
Holden Advisors has the privilege of working with some of the top global sales organizations which affords us visibility into challenges that leaders in those organizations face on a daily basis. We're frequently asked about these common challenges because they might be applicable to issues encountered by other companies. The following represent the top three themes that we see across our sales performance engagements that Holden Advisors has encountered over the past 10 years.
[Read More](https://blog.holdenadvisors.com/overcoming-todays-sales-challenges)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/overcoming-todays-sales-challenges#comments-listing)
Topics: [Negotiating with Backbone](https://blog.holdenadvisors.com/tag/negotiating-with-backbone), [Selling with Backbone](https://blog.holdenadvisors.com/tag/selling-with-backbone)
## [The Important Role of Pricing Departments](https://blog.holdenadvisors.com/role-of-pricing-departments)
Posted by [Raul Carvalho](https://blog.holdenadvisors.com/author/raul-carvalho) on Nov 3, 2021 11:43:02 AM
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[](https://blog.holdenadvisors.com/role-of-pricing-departments)
*Not every company has a pricing department. Here we explain why they are incredibly important players in the price, cost, revenue equation.*
[Read More](https://blog.holdenadvisors.com/role-of-pricing-departments)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/role-of-pricing-departments#comments-listing)
Topics: [Pricing with Confidence](https://blog.holdenadvisors.com/tag/pricing-with-confidence)
## [Big Customer Negotiating: Dancing with a Gorilla](https://blog.holdenadvisors.com/big-customer-negotiating-dancing-with-a-gorilla)
Posted by [Reed Holden](https://blog.holdenadvisors.com/author/reed-holden) on Oct 21, 2021 10:31:00 AM
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[](https://blog.holdenadvisors.com/big-customer-negotiating-dancing-with-a-gorilla)
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 or resources at capacity. Those negotiations are often tough and focus on price. “Tough” isn't quite the right word – how about brutal? Those big companies, or gorillas, control a lot of revenue, and like it or not, we have to sell to them. As a result of those brutal negotiations, the oftentimes smaller seller will lose money or barely break even.
[Read More](https://blog.holdenadvisors.com/big-customer-negotiating-dancing-with-a-gorilla)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/big-customer-negotiating-dancing-with-a-gorilla#comments-listing)
Topics: [Negotiating with Backbone](https://blog.holdenadvisors.com/tag/negotiating-with-backbone)
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