---
title: Weekly Blog for Holden Advisors | Joanna VanDeWater
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/)
- [Leadership](https://www.holdenadvisors.com/about/leadership/)
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- [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
## Joanna VanDeWater
Find me on:
### Recent Posts
## [Improve Selling by Breaking These 5 Value Myths](https://blog.holdenadvisors.com/improve-selling-breaking-5-myths)
Posted by [Joanna VanDeWater](https://blog.holdenadvisors.com/author/joanna-vandewater) on Dec 7, 2017 12:15:14 PM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/improve-selling-breaking-5-myths)
In recent years, the word [value](http://www.holdenadvisors.com/value-based-pricing/build-value-culture/) has become almost meaningless. This watered-down version of value frustrates anyone striving to improve sales effectiveness and overall business results. We know customers want value. But, what does that mean exactly?
[Read More](https://blog.holdenadvisors.com/improve-selling-breaking-5-myths)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/improve-selling-breaking-5-myths#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)
## [3 Ways To Start Building an Enterprise Sales Process](https://blog.holdenadvisors.com/3-ways-to-start-building-enterprise-sales-process)
Posted by [Joanna VanDeWater](https://blog.holdenadvisors.com/author/joanna-vandewater) on Jun 28, 2017 3:00:26 PM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/3-ways-to-start-building-enterprise-sales-process)
Most sellers follow some sort of sales process. The companies for whom they work may not label specific stages or track opportunities within them; nevertheless, the process exists. As an independent business owner, I was keenly aware of how many people I needed to contact to hold a certain number of consulting appointments to sell a certain number of products. I didn’t label my stages, but you better believe I knew how to work my numbers to hit specific revenue targets. If I didn’t, I couldn’t pay my bills, and as a straight-commission sales person, those numbers, at every step of the process, mattered.
[Read More](https://blog.holdenadvisors.com/3-ways-to-start-building-enterprise-sales-process)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/3-ways-to-start-building-enterprise-sales-process#comments-listing)
Topics: [Newsletter](https://blog.holdenadvisors.com/tag/newsletter)
## [Nothing Happens without an Order](https://blog.holdenadvisors.com/nothing-happens-without-order)
Posted by [Joanna VanDeWater](https://blog.holdenadvisors.com/author/joanna-vandewater) on Apr 7, 2017 9:12:29 AM
- [Tweet](https://twitter.com/share)
Sales enablement is not about sales. “What? That doesn’t make sense,” you might think to yourself. I’ll go a little further. Sales enablement as a concept is flawed at its core. Bold words from someone who loves sales and makes a good living focused on sales enablement. Let me explain…
[Read More](https://blog.holdenadvisors.com/nothing-happens-without-order)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/nothing-happens-without-order#comments-listing)
Topics: [Newsletter](https://blog.holdenadvisors.com/tag/newsletter)
[All posts](https://blog.holdenadvisors.com/all)
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Holden Advisors are experts in the pricing and sales performance development space. We help our clients take control of their differential value and use it to transform their business.
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