Weekly Blog for Holden Advisors

What To Do If Your Company Is Asked To Participate In A Reverse Auction

Where Does Your Company Fall on the Customer Experience Pyramid?

How Value-Based Pricing Can Save the Customer Experience Industry

Determining Product Value Through a Customer’s Eyes

Should My Company Lower its Prices in a Competitive Market?

Don’t Waste Your Time: Five Red Flags to Watch for with Unsolicited RFPs

4 Ways to Impact Price Realization

From Transaction to Trust: Overcoming Today’s Top 3 Sales Challenges

The Important Role of Pricing Departments

Big Customer Negotiating: Dancing with a Gorilla

Strengthen Negotiations with New Products and Services

Play Better Poker With Your Customers

A Four-Step Pricing Strategy for Startups that Works Every Time

Understand the Value You Offer to Your Customer

The Value of Reliability

Why Pricing Is So Hard and Why Most Companies Mess It Up

Defeating the "No-Decision" Trap: The Power of Divergent Thinking

Passing the Price Gauntlet with Strategic Accounts

Are You Ready for a Usage-Based Pricing Model?

Data-driven Pricing Can Increase Your Profit

How to double your price and retain your customers

News from the field: Qualify, qualify, qualify

True Profitability

The Top 5 Articles from 2020

3 Principles to Guide Pricing Decisions During Uncertain Times

The Importance of Trusted Partners - In Business & In Life

Is it the right time for a price increase?

The Great Burger Bundle Bungle

News from the Field: Mental Insights

News from the Field: Virtual Backbone

Do your customers really need you in the era of COVID-19?

A Tale of Two Transformations - 4 Crucial Activities to Measure Success

3 Essential Elements of a Successful Transformation

The Top 5 Articles from 2019

Successfully Drive Change Throughout a Commercial Transformation

Video: Is Your Product Really a Commodity?

Only your prospect knows...

Stop the Revenue Bleeding

Discounting is a Nasty Habit

Cool heads prevail: Tame the never-ending pressure of sales

SaaS Pricing: Leverage 4 Key B2B Tenets to win

Creating Buy-In for Your Ideas

Guest Blog - Daraprim, Sovaldi, and thoughts about pricing fairness

On Pricing Power and Fairness

Does your organization struggle with discounting?

Take Value to the Next Level

Wayward Sales Veteran Comes Clean

When was the last time you raised prices?

Profit Decoded

Great questions create strong customer connections

Ensuring Your Training Dollars are Well Spent

Simply Selling to Your Most Important Customer

Rolling Stone Gambles Big On Customer Loyalty

News From The Field: Am I the Rabbit?

4 Tips for Using Big Data to Drive Pricing and Profits

Taking a Ride with Peloton’s New Pricing Metrics

Spring Cleaning for Your Product Portfolio

Fixing the Leaky Boat

Do You Really Have Pricing Power?

How to Drive Accountability in Leadership Teams

The Neuroscience Behind the Discount (And How to Stop)

The Next Lesson From Amazon: Push Your Customer’s Cart

GEICO is Turning Me Into a Poker Player

Apple One-Ups Amazon at the Negotiating Table

Control vs. Chaos: A Day In the Life of a Sales Rep

Resist the urge to "stick it" to the competition

Nice Job, Netflix: Lessons from the price increase

B2B Negotiation is Much More Than a Sales Strategy

Warning: If You Compete Based on Price, Don’t Read This Blog

The Top 5 Blog Posts of 2018

Service Value as a Negotiation Tool

A Curious Case of Christmas Tree Pricing

Dynamic Pricing – Do Your Customers Own Your Pricing Strategy?

How To: Stakeholder Assessment

Holiday Giving Teaches Lessons on Price, Value and Sales

Winning the Negotiation Game

The Balancing Act Between Customer Experience & Price

Advice: Don't Assume All Industry Sectors Behave the Same Way

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

Use Cases: Don't Target the Person, Target the Application

5 Essential Selling Skills to Change the Customer Conversation

Value-Based Pricing: Shift Your Sales Conversation into High Gear

The Key to Escaping the Dangerous Discounting Cycle

Beware: You Are Likely Using Personas Incorrectly

Are Value Buyers Loyal?

Jedi Mind Tricks to Boost Sales and Protect Price

News from the Field: Key Questions to Address Price Leakage

A Continuing Saga: What If Your Customers Hate You?

Go Beyond the Spreadsheet to a New Customer Value Conversation

When Discounting Moves from Dangerous to Disastrous

Wake Up Sellers! It's Time to Think Differently

What Cards Have You Been Dealt?

Do You Live or Die on Your Ability to Get Price? 3 Essential Tips to Improve your Commercial Strategy

Ask the Expert: GM Survey Report Commentary

Report: 2018 GM Survey

News From the Field: Four Key Insights from Executives Focused on Improving Their Bottom Line

Price Plots Can Hide Big Price Leakages

The Imperative for Understanding Buyer Behavior

The Downward Effect of Pricing Technology

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

Bullies and Backbone

Is elasticity the best tool in your arsenal? Not always

Is Your Product Really a Commodity?

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

Metromile Takes Page from GE Pricing Playbook to Disrupt Auto Insurance Market

Translating Value for Sellers and Customers

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

3 Qualities of a High Performance Pricing Team

4 Lessons Tech Companies Can Learn from MoviePass

Why Pricing Is So Hard and Why Most Companies Mess It Up

Replace the Discounting Habit with a Little Arrogance

Insights on the Next Generation of Pricing: A Conversation with Reed Holden

Field Report: Focus on Highest Paying Customers to Reduce Churn

Understand the Value You Offer to Your Customer

Apply One of Three Simple Pricing Strategies

Play Better Poker with Customers

Profile of a Game Changer: Selling in a Competitive Environment

Price to Increase Profits

Strengthen Negotiations with New Products and Services

Force Your Competitor to React to Your Pricing

Build Your Selling Backbone

The Secret to Post-Merger Success

Special Report from the Field

Move from Cost-Plus to Value-Based Pricing

Price with Confidence: Remember Who You Are

Good-Better-Best Pricing: Would You Pay More for "Better"?

Think What Price Can Do, Not What Price Should Be

Tech Giants Apple, Google, and Amazon Get Pricing Right

Field Report: Using Give-Gets Nets Sales Team $150k Profit Improvement

A Pricing Buzz Saw is Not Exclusive to Procurement: Expect Aggressive Negotiation Tactics from All Angles

Win Your Own Super Bowl: Ask the Right Questions to Improve Your Running Game

Questions are like Tools—Pick the Right One for the Job

$4.99 Footlongs? Subway, You’re Doing it Wrong

The Importance of Building Trust: The Winter Car Blues

Special Report from the Field

Great Questions are Grounded in Curiosity

Pricing Transparency Builds 'Fareness' and Trust

A Holiday Carol to all CEOs and GMs from your sales team: ‘All I Want for Christmas are Some Negotiation Tools that Work for Me’.

Value Is the Christmas Cheer Even Scrooge Can Get Behind

Holden Advisors' Greatest Hits of 2017

Improve Selling by Breaking These 5 Value Myths

The Dangers of a Low Price

Do Price Discounts Solve Customer Service Issues? Not Really

3 Profit Driving Advancements Worth Giving Thanks for This Year

When a Poker Player Gets Mad, You Might Be Winning

3 Steps to Discover if Your Customers Pay a Fair Price

Automakers Celebrate Giving Away Profits – Again!

On Great Leaders

Professional Sales Teams Thrive with the Right Tools

Netflix Boosts Market Cap Through Price Increase. Can You?

What is Your Pricing Purpose? - Video

Backbone for Big Law

3 Keys to Overcome Fear and Realize Greater Pricing ROI

An RFP Just Arrived...

Reduce, Reuse, Recycle: Reinforcement for Lasting Change

Amazon to North American Cities: Calling all Rabbits

Moving Beyond Big Data

Move Beyond the Rabbit: Sales Strategy to be a Game Changer

Managing Price Leakage – Which Customers are Not Pulling Their Weight?

Who Is Winning at Sales Transformation? How Oracle is Taking the Lead

The Last Mile Imperative

Pricing Priorities: What is Really Worth Your Time?

The Actions for Strategic Pricing

When is a Price War, Not a Price War?

Change that Channel? Nike Resolves to Fix Pricing Conflict with Amazon

Dynamic Pricing Should Come with a Warning Tag

Pricing's Non-Linear Effect on Your Bottom Line

When Is a Pricing Problem Not a Pricing Problem?

3 Keys to Price Analytics Success - Video

Why Can't Sellers Close the Deal?

3 Ways To Start Building an Enterprise Sales Process

Drive Your Value Message with White Space

Why You Need a Sales Team with Backbone

When Your Buyer is a Bully

Scorched Earth Negotiating

You Can Have Too Much Innovation

Lessons from the NPR Member Drive

Situational Buyer Type: From Value Buyer to Poker Player

Results May Vary: How Your Value Assessment Might Surprise You

Value Advice for Financial Advisors

Change Your Customer Relationship and Eliminate Profit-Eroding Bad Habits

A Culture of Asking Questions

Nothing Happens without an Order

Market Elasticity: The Red Herring of B2B Pricing

The Consequences of a Discounting Culture

If Value Falls in the Woods

Lessons Learned from Tesla’s Supercharger Idle Fee

Waterfall Analysis and Pareto Analysis – Price Analytics that Drive Decision Making

Pricing & Revenue Dashboards: Keys to Profit Improvement

Discounting Control Tool of Choice- The Price Plot

Desperation Pricing is Destructive

What Gets Measured Gets Done

Your Customers Want You to Grow with Them…Just Listen!

The Epitome of Executive Support for Pricing

Influencers - The Force Behind The Sales Negotiation

Manage Sales with Backbone

Won & Done

Value Isn't Value Until It's Applied!

3 New Year's Resolutions to Build Negotiation Backbone

How Loyal Are Your Customers?: A Christmas Tree Vendor’s Friendships Inspire a Film