--- title: Weekly Blog for Holden Advisors | Emily Macaulay description: Pricing strategy, sales negotiation, value consulting, along with sales tips and success stories. --- [![Holden Advisors](https://blog.holdenadvisors.com/hubfs/Holdenadvisors_November2018%20Theme/Images/logo.jpg)](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/) - [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/) - 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 ## Emily Macaulay ### Recent Posts ## [When was the last time you raised prices?](https://blog.holdenadvisors.com/when-was-the-last-time-you-raised-prices) Posted by [Emily Macaulay](https://blog.holdenadvisors.com/author/emily-macaulay) on Jul 12, 2019 2:12:51 PM - [Tweet](https://twitter.com/share) [![Yes Yes Yes](https://blog.holdenadvisors.com/hubfs/Yes%20Yes%20Yes.jpg)](https://blog.holdenadvisors.com/when-was-the-last-time-you-raised-prices) The other day I was talking to the CEO of a small medical devices firm.  During the conversation, she let slip that she hadn’t raised her prices in 15 years! I almost had to pick my jaw up off the floor. After I got over my initial shock, I asked some questions…chiefly three: [Read More](https://blog.holdenadvisors.com/when-was-the-last-time-you-raised-prices) 0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/when-was-the-last-time-you-raised-prices#comments-listing) Topics: [Setting Price](https://blog.holdenadvisors.com/tag/setting-price) ## [The Neuroscience Behind the Discount (And How to Stop)](https://blog.holdenadvisors.com/the-neuroscience-behind-the-discount-and-how-to-stop) Posted by [Emily Macaulay](https://blog.holdenadvisors.com/author/emily-macaulay) on Mar 14, 2019 6:45:00 AM - [Tweet](https://twitter.com/share) [![PAC-MAN](https://blog.holdenadvisors.com/hubfs/video-game-1332694_1920.png)](https://blog.holdenadvisors.com/the-neuroscience-behind-the-discount-and-how-to-stop) Salespeople have bad habits, just like the rest of us. We all know this. Perhaps one of a seller’s worst habits, however, is rampant discounting. This habit is insidious, hard to break, and downright destructive. It falls straight to a company’s bottom line and eats up margins like PAC-MAN. [Read More](https://blog.holdenadvisors.com/the-neuroscience-behind-the-discount-and-how-to-stop) 1 Comment [Click here to read/write comments](https://blog.holdenadvisors.com/the-neuroscience-behind-the-discount-and-how-to-stop#comments-listing) Topics: [Negotiating with Backbone](https://blog.holdenadvisors.com/tag/negotiating-with-backbone) ## [The Imperative for Understanding Buyer Behavior](https://blog.holdenadvisors.com/the-imperative-for-understanding-buyer-behavior) Posted by [Emily Macaulay](https://blog.holdenadvisors.com/author/emily-macaulay) on Jul 18, 2018 10:31:30 AM - [Tweet](https://twitter.com/share) [![buying-behavior-holden](https://blog.holdenadvisors.com/hubfs/buying-behavior-holden.jpg)](https://blog.holdenadvisors.com/the-imperative-for-understanding-buyer-behavior) In a recently published study, there was a claim that nearly three quarters of executives do not understand Buyer Behavior1. What an interesting statistic. While the area of study around buyer behavior remains a hot topic, there doesn’t seem to be a proportionate amount of interest from those who should seemingly care the most – the C-Suite. Sadly, I wasn’t surprised. Customers are quite possibly the most important aspect of any business, and we simply do not spend enough time or energy understanding what they do and why they do it.   [Read More](https://blog.holdenadvisors.com/the-imperative-for-understanding-buyer-behavior) 0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/the-imperative-for-understanding-buyer-behavior#comments-listing) Topics: [Negotiating with Backbone](https://blog.holdenadvisors.com/tag/negotiating-with-backbone), [Newsletter](https://blog.holdenadvisors.com/tag/newsletter) ## [Reduce, Reuse, Recycle: Reinforcement for Lasting Change](https://blog.holdenadvisors.com/reduce-reuse-recycle-reinforcement-lasting-change) Posted by [Emily Macaulay](https://blog.holdenadvisors.com/author/emily-macaulay) on Sep 20, 2017 12:42:47 AM - [Tweet](https://twitter.com/share) [![recycling6-05012014.jpg](https://blog.holdenadvisors.com/hubfs/Imported_Blog_Media/recycling6-05012014.jpg)](https://blog.holdenadvisors.com/reduce-reuse-recycle-reinforcement-lasting-change) **Reduce, Reuse, Recycle: Reinforcement for Lasting Change** [Read More](https://blog.holdenadvisors.com/reduce-reuse-recycle-reinforcement-lasting-change) 0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/reduce-reuse-recycle-reinforcement-lasting-change#comments-listing) Topics: [Negotiating with Backbone](https://blog.holdenadvisors.com/tag/negotiating-with-backbone), [Newsletter](https://blog.holdenadvisors.com/tag/newsletter), [Selling with Confidence](https://blog.holdenadvisors.com/tag/selling-with-confidence) [All posts](https://blog.holdenadvisors.com/all) ### **Search the Holden Advisors Blog:** This is a search field with an auto-suggest feature attached. - There are no suggestions because the search field is empty. ### Subscribe Below: ### Recent Posts ### Posts by Tag - [Pricing with Confidence (68)](https://blog.holdenadvisors.com/tag/pricing-with-confidence) - [Negotiating with Backbone (63)](https://blog.holdenadvisors.com/tag/negotiating-with-backbone) - [Selling with Confidence (43)](https://blog.holdenadvisors.com/tag/selling-with-confidence) - [Newsletter (41)](https://blog.holdenadvisors.com/tag/newsletter) - [Uncovering your Value (26)](https://blog.holdenadvisors.com/tag/uncovering-your-value) - [Celebrating 10 Years of Pricing with Confidence (12)](https://blog.holdenadvisors.com/tag/celebrating-10-years-of-pricing-with-confidence) - [value selling (9)](https://blog.holdenadvisors.com/tag/value-selling) - [Selling with Backbone (8)](https://blog.holdenadvisors.com/tag/selling-with-backbone) - [value (8)](https://blog.holdenadvisors.com/tag/value) - [pricing (6)](https://blog.holdenadvisors.com/tag/pricing) - [Commercial Transformation (5)](https://blog.holdenadvisors.com/tag/commercial-transformation) - 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