Holden Advisors Blog

Amazon's Tale of Two Cities and Saying Goodbye to the Rabbits

Posted 15 Nov, 2018 | Posted in: Negotiating with Backbone
Richard Harrington Written by Richard Harrington

So there it is. Amazon’s year long quest for its second headquarters has finally ended with an announcement that the will be shared by two cities,...

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It's not just about knowing your customer, but also about really knowing your customer's product and how they plan to use it. In this video, Tim...

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5 Essential Selling Skills to Change the Customer Conversation

Posted 01 Nov, 2018 | Posted in: Negotiating with Backbone
Ellen Quackenbush Written by Ellen Quackenbush

Today’s customers are savvier and more impatient than ever. Being a Challenger and disrupting the customer’s status quo is just not enough anymore.

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I was speaking with the VP of Pricing Transformation for a Fortune 500 company recently and, as disciples of value-based pricing, we debated the...

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The Key to Escaping the Dangerous Discounting Cycle

Posted 18 Oct, 2018 | Posted in: Negotiating with Backbone
Tim Mullane Written by Tim Mullane

Watch as Tim Mullane explains the key to escaping the ever-dangerous discounting cycle. Give-Gets℠ – a valuable tool for any value-centric...

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Beware: You Are Likely Using Personas Incorrectly

Posted 11 Oct, 2018 | Posted in: Negotiating with Backbone
Ellen Quackenbush Written by Ellen Quackenbush

Personas are a great tool for the right situation but are often over-used by marketing to communicate with customers and generate leads.  Personas...

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Are Value Buyers Loyal?

Posted 04 Oct, 2018 | Posted in: Negotiating with Backbone
Erin Cihak Written by Erin Cihak

Has the Relationship Buyer truly vanished from the B2B marketplace? What happens when a Value Buyer chooses to go with a competitive offering?...

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Jedi Mind Tricks to Boost Sales and Protect Price

Posted 26 Sep, 2018 | Posted in: Negotiating with Backbone
Pete Morelli Written by Pete Morelli

Holden Advisors consulting projects generally focus on the core competency of understanding, communicating, and mutually sharing in created value....

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One of our top goals in any client engagement is uncovering revenue and profit growth opportunities.  Recently, we worked with a global technology...

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A Continuing Saga: What If Your Customers Hate You?

Posted 18 Sep, 2018 | Posted in: Negotiating with Backbone
Reed Holden Written by Reed Holden

Last month, I wrote about problems with the phone company that provides service to our home in the woods of Maine. If you don’t remember, the...

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