---
title: Weekly Blog for Holden Advisors | Adele Mclean
description: Vice President
---
[](https://www.holdenadvisors.com/)
- About
- [Overview](https://www.holdenadvisors.com/about/overview/)
- [Core Values](https://www.holdenadvisors.com/about/core-values/)
- [Leadership](https://www.holdenadvisors.com/about/leadership/)
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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/)
- [Video Series](https://www.holdenadvisors.com/about/overview/#)
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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
## Adele Mclean
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Vice President
Find me on:
### Recent Posts
## [Play Better Poker With Your Customers](https://blog.holdenadvisors.com/play-better-poker-0)
Posted by [Adele Mclean](https://blog.holdenadvisors.com/author/adele-mclean) on Oct 14, 2021 9:42:08 AM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/play-better-poker-0)
When it comes to negotiation, very few sellers spend enough time planning. I encourage you to carve out time to get centered and think about some of the upcoming negotiations you have. There’s a lot to consider, but let's start by thinking differently about your customers and the ways you engage with them.
[Read More](https://blog.holdenadvisors.com/play-better-poker-0)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/play-better-poker-0#comments-listing)
Topics: [Negotiating with Backbone](https://blog.holdenadvisors.com/tag/negotiating-with-backbone)
## [Why Pricing Is So Hard and Why Most Companies Mess It Up](https://blog.holdenadvisors.com/why-pricing-is-hard)
Posted by [Adele Mclean](https://blog.holdenadvisors.com/author/adele-mclean) on Sep 30, 2021 4:15:45 PM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/why-pricing-is-hard)
Why is pricing so difficult? And why do so many companies get it wrong?
[Read More](https://blog.holdenadvisors.com/why-pricing-is-hard)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/why-pricing-is-hard#comments-listing)
Topics: [Pricing with Confidence](https://blog.holdenadvisors.com/tag/pricing-with-confidence)
## [News from the field: Qualify, qualify, qualify](https://blog.holdenadvisors.com/news-from-the-field-qualify)
Posted by [Adele Mclean](https://blog.holdenadvisors.com/author/adele-mclean) on May 19, 2021 11:21:26 AM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/news-from-the-field-qualify)
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.
[Read More](https://blog.holdenadvisors.com/news-from-the-field-qualify)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/news-from-the-field-qualify#comments-listing)
Topics: [Negotiating with Backbone](https://blog.holdenadvisors.com/tag/negotiating-with-backbone)
## [News from the Field: Mental Insights](https://blog.holdenadvisors.com/news-from-the-field-mental-insights)
Posted by [Adele Mclean](https://blog.holdenadvisors.com/author/adele-mclean) on Jul 6, 2020 1:38:12 PM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/news-from-the-field-mental-insights)
During our recent Virtual Backbone workshops, our participants have been sharing interesting insights about the psychological aspect of negotiating. We wanted to share some with you:
[Read More](https://blog.holdenadvisors.com/news-from-the-field-mental-insights)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/news-from-the-field-mental-insights#comments-listing)
Topics: [Negotiating with Backbone](https://blog.holdenadvisors.com/tag/negotiating-with-backbone)
## [News from the Field: Virtual Backbone](https://blog.holdenadvisors.com/news-from-the-field-virtual-backbone)
Posted by [Adele Mclean](https://blog.holdenadvisors.com/author/adele-mclean) on Jun 8, 2020 3:46:14 PM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/news-from-the-field-virtual-backbone)
Recently, we launched our Virtual Backbone initiative to help improve sales teams' negotiating performance, all from the comfort and safety of their home office. The results are great, but we wanted to share a few additional insights based on participant feedback.
[Read More](https://blog.holdenadvisors.com/news-from-the-field-virtual-backbone)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/news-from-the-field-virtual-backbone#comments-listing)
Topics: [Negotiating with Backbone](https://blog.holdenadvisors.com/tag/negotiating-with-backbone)
## [A Tale of Two Transformations - 4 Crucial Activities to Measure Success](https://blog.holdenadvisors.com/a-tale-of-two-transformations-4-crucial-activities-to-measure-success)
Posted by [Adele Mclean](https://blog.holdenadvisors.com/author/adele-mclean) on Feb 5, 2020 4:56:21 PM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/a-tale-of-two-transformations-4-crucial-activities-to-measure-success)
Recently, I was speaking with the Chief Transformation Officer from one of our clients. After we described how a commercial transformation progressed when supported by our [Negotiating with Backbone](https://www.holdenadvisors.com/solutions/sales/negotiating-with-backbone/) framework, he asked, “Is there anything else I should know?”
[Read More](https://blog.holdenadvisors.com/a-tale-of-two-transformations-4-crucial-activities-to-measure-success)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/a-tale-of-two-transformations-4-crucial-activities-to-measure-success#comments-listing)
Topics: [Commercial Transformation](https://blog.holdenadvisors.com/tag/commercial-transformation)
## [Video: Is Your Product Really a Commodity?](https://blog.holdenadvisors.com/video-is-your-product-really-a-commodity)
Posted by [Adele Mclean](https://blog.holdenadvisors.com/author/adele-mclean) on Oct 30, 2019 5:30:00 AM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/video-is-your-product-really-a-commodity)
Is your product a commodity? Is it really? Or, do your customers cry commodity during negotiations to get you to decrease your price? Watch the video below and listen as Adele McLean talks about how you can get out from under this tough negotiation tactic and avoid the commodity trap.
[Read More](https://blog.holdenadvisors.com/video-is-your-product-really-a-commodity)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/video-is-your-product-really-a-commodity#comments-listing)
Topics: [value](https://blog.holdenadvisors.com/tag/value), [sales](https://blog.holdenadvisors.com/tag/sales), [procurement](https://blog.holdenadvisors.com/tag/procurement)
## [Profit Decoded](https://blog.holdenadvisors.com/profit-decoded)
Posted by [Adele Mclean](https://blog.holdenadvisors.com/author/adele-mclean) on Jun 17, 2019 10:41:14 AM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/profit-decoded)
Recently I was talking with a few business partners about the latest business trends we see with clients. One hot topic is **transformation**! On any given day, another organization is appointing a new transformation leader, plotting a new strategy for organic growth, and talking about increasing profitability. On the surface, it makes sense. Successful businesses should consistently focus on revenue growth and margin improvement...right? But where is the best place to start?
[Read More](https://blog.holdenadvisors.com/profit-decoded)
2 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/profit-decoded#comments-listing)
## [News From The Field: Am I the Rabbit?](https://blog.holdenadvisors.com/am-i-the-rabbit)
Posted by [Adele Mclean](https://blog.holdenadvisors.com/author/adele-mclean) on Apr 25, 2019 9:38:40 AM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/am-i-the-rabbit)
Do you have a relationship with key decision makers?
[Read More](https://blog.holdenadvisors.com/am-i-the-rabbit)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/am-i-the-rabbit#comments-listing)
Topics: [Negotiating with Backbone](https://blog.holdenadvisors.com/tag/negotiating-with-backbone), [winning proposal](https://blog.holdenadvisors.com/tag/winning-proposal), [buying center](https://blog.holdenadvisors.com/tag/buying-center), [rabbit](https://blog.holdenadvisors.com/tag/rabbit)
## [Resist the urge to "stick it" to the competition](https://blog.holdenadvisors.com/resist-the-urge-to-stick-it-to-the-competition)
Posted by [Adele Mclean](https://blog.holdenadvisors.com/author/adele-mclean) on Jan 25, 2019 11:23:11 AM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/resist-the-urge-to-stick-it-to-the-competition)
When facing low-priced competition, think twice before "sticking it to the competition" by going in with a low, low price. Watch the video to learn why:
[Read More](https://blog.holdenadvisors.com/resist-the-urge-to-stick-it-to-the-competition)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/resist-the-urge-to-stick-it-to-the-competition#comments-listing)
Topics: [Pricing with Confidence](https://blog.holdenadvisors.com/tag/pricing-with-confidence)
[All posts](https://blog.holdenadvisors.com/all) [Next](https://blog.holdenadvisors.com/author/adele-mclean/page/2)
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