--- title: Weekly Blog for Holden Advisors | Travis Umpleby description: Business Consulting Manager --- [![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 ## Travis Umpleby ![Travis Umpleby](https://blog.holdenadvisors.com/hubfs/HoldenHS%20(10%20of%2012).jpg) Business Consulting Manager Find me on: ### Recent Posts ## [Taking a Ride with Peloton’s New Pricing Metrics](https://blog.holdenadvisors.com/taking-a-ride-with-pelotons-new-pricing-metrics) Posted by [Travis Umpleby](https://blog.holdenadvisors.com/author/travis-umpleby) on Apr 3, 2019 12:06:12 PM - [Tweet](https://twitter.com/share) [![116525654_l](https://blog.holdenadvisors.com/hubfs/116525654_l.jpg)](https://blog.holdenadvisors.com/taking-a-ride-with-pelotons-new-pricing-metrics) I recently read an article about *new* pricing models in the digital era. A few of the key pricing models mentioned included tiered offerings, fixed fees, and subscriptions. I’m sorry to say, these pricing models are *not* new. However, the nuance they illustrated around metrics is worth noting because, thanks to advances in technology, new metrics have become available that allow companies to measure engagement in ways that were not possible 10 years ago, resulting in metrics that better align with customer value. [Read More](https://blog.holdenadvisors.com/taking-a-ride-with-pelotons-new-pricing-metrics) 0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/taking-a-ride-with-pelotons-new-pricing-metrics#comments-listing) Topics: [peloton](https://blog.holdenadvisors.com/tag/peloton), [pricing metrics](https://blog.holdenadvisors.com/tag/pricing-metrics), [on demand](https://blog.holdenadvisors.com/tag/on-demand), [pricing models](https://blog.holdenadvisors.com/tag/pricing-models) ## [How To: Stakeholder Assessment](https://blog.holdenadvisors.com/how-to-stakeholder-assessment) Posted by [Travis Umpleby](https://blog.holdenadvisors.com/author/travis-umpleby) on Dec 18, 2018 3:41:22 PM - [Tweet](https://twitter.com/share) [![stakeholders](https://blog.holdenadvisors.com/hubfs/stakeholders.jpg)](https://blog.holdenadvisors.com/how-to-stakeholder-assessment) Are you planning a price increase? Learn from Travis Umpleby via his video below on how to use one simple tool to conduct a stakeholder assessment and help your increase stick. [Read More](https://blog.holdenadvisors.com/how-to-stakeholder-assessment) 0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/how-to-stakeholder-assessment#comments-listing) Topics: [Pricing with Confidence](https://blog.holdenadvisors.com/tag/pricing-with-confidence) ## [What Cards Have You Been Dealt?](https://blog.holdenadvisors.com/what-cards-have-you-been-dealt) Posted by [Travis Umpleby](https://blog.holdenadvisors.com/author/travis-umpleby) on Aug 23, 2018 6:00:00 AM - [Tweet](https://twitter.com/share) [![high res cards](https://blog.holdenadvisors.com/hubfs/high%20res%20cards.png)](https://blog.holdenadvisors.com/what-cards-have-you-been-dealt) Hear Travis Umpleby discuss the Poker Playing that happens during a negotiation and the rules of the game.  Many salespeople make the common mistake of taking the first card they are dealt in a negotiation.  This is one of the biggest traps a seller can fall prey to because that card is usually around price and discounting.  Learn to stack the cards in your favor and call the Poker Player's bluff to win the game. [Read More](https://blog.holdenadvisors.com/what-cards-have-you-been-dealt) 0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/what-cards-have-you-been-dealt#comments-listing) Topics: [Negotiating with Backbone](https://blog.holdenadvisors.com/tag/negotiating-with-backbone) ## [3 Qualities of a High Performance Pricing Team](https://blog.holdenadvisors.com/3-qualities-of-a-high-performance-pricing-team) Posted by [Travis Umpleby](https://blog.holdenadvisors.com/author/travis-umpleby) on May 11, 2018 11:19:59 AM - [Tweet](https://twitter.com/share) [![building-trust](https://blog.holdenadvisors.com/hubfs/building-trust.jpg)](https://blog.holdenadvisors.com/3-qualities-of-a-high-performance-pricing-team) The CEO of a $9B technology firm reviewed various reports, each indicating that profitability was not improving despite taking several actions to increase revenues. The CEO met with senior leadership to urgently address this profit shortfall. Pricing, product, marketing, and even IT acted to address pricing and improve profitability. Unfortunately, confusion reigned as each department made demands of the other, independently made decisions, and resources were stretched thin. Implementations were delayed or poorly executed. It looked like the next quarter’s results were going to show little profit improvement.  [Read More](https://blog.holdenadvisors.com/3-qualities-of-a-high-performance-pricing-team) 0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/3-qualities-of-a-high-performance-pricing-team#comments-listing) Topics: [Pricing with Confidence](https://blog.holdenadvisors.com/tag/pricing-with-confidence) ## [Replace the Discounting Habit with a Little Arrogance](https://blog.holdenadvisors.com/replace-the-discounting-habit-with-a-little-arrogance) Posted by [Travis Umpleby](https://blog.holdenadvisors.com/author/travis-umpleby) on Apr 26, 2018 6:01:00 AM - [Tweet](https://twitter.com/share) [![holden-10-celebration](https://blog.holdenadvisors.com/hubfs/holden-10-celebration.png)](https://blog.holdenadvisors.com/replace-the-discounting-habit-with-a-little-arrogance) Celebrating 10 Years of Pricing with Confidence (video 2 of 11). [Read More](https://blog.holdenadvisors.com/replace-the-discounting-habit-with-a-little-arrogance) 1 Comment [Click here to read/write comments](https://blog.holdenadvisors.com/replace-the-discounting-habit-with-a-little-arrogance#comments-listing) Topics: [Pricing with Confidence](https://blog.holdenadvisors.com/tag/pricing-with-confidence), [Celebrating 10 Years of Pricing with Confidence](https://blog.holdenadvisors.com/tag/celebrating-10-years-of-pricing-with-confidence) ## [Build Your Selling Backbone](https://blog.holdenadvisors.com/build-your-selling-backbone) Posted by [Travis Umpleby](https://blog.holdenadvisors.com/author/travis-umpleby) on Mar 22, 2018 5:50:00 AM - [Tweet](https://twitter.com/share) [![holden-10-celebration-1](https://blog.holdenadvisors.com/hubfs/holden-10-celebration-1.png)](https://blog.holdenadvisors.com/build-your-selling-backbone) Celebrating 10 Years of Pricing with Confidence (video 9 of 11) [Read More](https://blog.holdenadvisors.com/build-your-selling-backbone) 0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/build-your-selling-backbone#comments-listing) Topics: [Negotiating with Backbone](https://blog.holdenadvisors.com/tag/negotiating-with-backbone), [Pricing with Confidence](https://blog.holdenadvisors.com/tag/pricing-with-confidence), [Celebrating 10 Years of Pricing with Confidence](https://blog.holdenadvisors.com/tag/celebrating-10-years-of-pricing-with-confidence) ## [Professional Sales Teams Thrive with the Right Tools](https://blog.holdenadvisors.com/sales-teams-tools-thrive) Posted by [Travis Umpleby](https://blog.holdenadvisors.com/author/travis-umpleby) on Oct 18, 2017 4:11:37 PM - [Tweet](https://twitter.com/share) [![right-sales-tools.jpg](https://blog.holdenadvisors.com/hubfs/Imported_Blog_Media/right-sales-tools.jpg)](https://blog.holdenadvisors.com/sales-teams-tools-thrive) Does your sales team spend more time negotiating with you than with the customer? Do they struggle to achieve [pricing](http://www.holdenadvisors.com/value-based-pricing/) targets? How well-equipped are they to accomplish the objectives they are given? [Read More](https://blog.holdenadvisors.com/sales-teams-tools-thrive) 0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/sales-teams-tools-thrive#comments-listing) Topics: [Negotiating with Backbone](https://blog.holdenadvisors.com/tag/negotiating-with-backbone), [Newsletter](https://blog.holdenadvisors.com/tag/newsletter), [Pricing with Confidence](https://blog.holdenadvisors.com/tag/pricing-with-confidence), [Selling with Confidence](https://blog.holdenadvisors.com/tag/selling-with-confidence), [Uncovering your Value](https://blog.holdenadvisors.com/tag/uncovering-your-value) ## [Drive Your Value Message with White Space](https://blog.holdenadvisors.com/clarify-value) Posted by [Travis Umpleby](https://blog.holdenadvisors.com/author/travis-umpleby) on Jun 28, 2017 2:59:09 PM - [Tweet](https://twitter.com/share) [![drive-value-pricing.jpg](https://blog.holdenadvisors.com/hubfs/Imported_Blog_Media/drive-value-pricing.jpg)](https://blog.holdenadvisors.com/clarify-value) You are sitting across the table from an important influencer within your customer’s buying center. You scheduled this meeting to outline how your new product helps the customer’s teams improve performance. You present one customer value prop after another, so many in fact, there’s no way you can lose. [Read More](https://blog.holdenadvisors.com/clarify-value) 0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/clarify-value#comments-listing) Topics: [Newsletter](https://blog.holdenadvisors.com/tag/newsletter), [Uncovering your Value](https://blog.holdenadvisors.com/tag/uncovering-your-value) ## [If Value Falls in the Woods](https://blog.holdenadvisors.com/if-value-falls-in-the-woods) Posted by [Travis Umpleby](https://blog.holdenadvisors.com/author/travis-umpleby) on Mar 3, 2017 7:00:23 AM - [Tweet](https://twitter.com/share) If a tree falls in woods, and no one is around to hear it, does it make a sound?  After listening to a presentation in which the speaker claimed value didn’t exist until the customer recognized it, I thought about this age old question a bit differently. Let me ask it again, but this time insert one key phrase: If a supplier’s product or service impacts a customer’s business, but a customer doesn’t recognize it, does that value exist? [Read More](https://blog.holdenadvisors.com/if-value-falls-in-the-woods) 0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/if-value-falls-in-the-woods#comments-listing) Topics: [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) - [Setting Price (4)](https://blog.holdenadvisors.com/tag/setting-price) - [customer experience (4)](https://blog.holdenadvisors.com/tag/customer-experience) - [actionable insights (3)](https://blog.holdenadvisors.com/tag/actionable-insights) - [procurement (3)](https://blog.holdenadvisors.com/tag/procurement) - [sales (3)](https://blog.holdenadvisors.com/tag/sales) - [Pricing Strategy (2)](https://blog.holdenadvisors.com/tag/pricing-strategy) - [big data (2)](https://blog.holdenadvisors.com/tag/big-data) - [buying center (2)](https://blog.holdenadvisors.com/tag/buying-center) - [customer loyalty (2)](https://blog.holdenadvisors.com/tag/customer-loyalty) - [pricing metrics (2)](https://blog.holdenadvisors.com/tag/pricing-metrics) - [winning proposal (2)](https://blog.holdenadvisors.com/tag/winning-proposal) - [Driving Accountability (1)](https://blog.holdenadvisors.com/tag/driving-accountability) - [Silos (1)](https://blog.holdenadvisors.com/tag/silos) - [b2b pricing (1)](https://blog.holdenadvisors.com/tag/b2b-pricing) - [bundling (1)](https://blog.holdenadvisors.com/tag/bundling) - [gatekeeper (1)](https://blog.holdenadvisors.com/tag/gatekeeper) - [jump the shark (1)](https://blog.holdenadvisors.com/tag/jump-the-shark) - [on demand (1)](https://blog.holdenadvisors.com/tag/on-demand) - [peloton (1)](https://blog.holdenadvisors.com/tag/peloton) - [pricing models (1)](https://blog.holdenadvisors.com/tag/pricing-models) - [product portfolio (1)](https://blog.holdenadvisors.com/tag/product-portfolio) - [rabbit (1)](https://blog.holdenadvisors.com/tag/rabbit) - [revenue (1)](https://blog.holdenadvisors.com/tag/revenue) - [rolling stone (1)](https://blog.holdenadvisors.com/tag/rolling-stone) - [subscription (1)](https://blog.holdenadvisors.com/tag/subscription) - [tidying up (1)](https://blog.holdenadvisors.com/tag/tidying-up) See all ### Newsletter and Blog ### About Us 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. ## [Learn More](https://www.holdenadvisors.com/negotiation-value-pricing-consultants/) - Quick Links - [Contact](https://www.holdenadvisors.com/contact-us/) - [About](https://www.holdenadvisors.com/about/overview/) - [Blog](https://www.holdenadvisors.com/blog/) - [Books](https://www.holdenadvisors.com/insights/publications/books/) - [Case Studies](https://www.holdenadvisors.com/studies) - [Negotiating With Backbone](https://www.holdenadvisors.com/solutions/sales/negotiating-with-backbone/) - [Value-Based Pricing](https://www.holdenadvisors.com/solutions/pricing/value-based-pricing/) - [Privacy Policy](https://www.holdenadvisors.com/privacy-policy/) - [Home](https://www.holdenadvisors.com/) Copyright © 2018 Holden Advisors. 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