Jedi Mind Tricks to Boost Sales and Protect Price

Posted by Pete Morelli on Sep 26, 2018 4:53:02 PM

Holden Advisors consulting projects generally focus on the core competency of understanding, communicating, and mutually sharing in created value. Value is the central pillar of all best practices we recommend and implement for our customers.

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Topics: Negotiating with Backbone

News from the Field: Key Questions to Address Price Leakage

Posted by Pete Morelli on Sep 18, 2018 10:13:26 AM

One of our top goals in any client engagement is uncovering revenue and profit growth opportunities.  Recently, we worked with a global technology manufacturer to answer four key questions:

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Topics: Pricing with Confidence

A Continuing Saga: What If Your Customers Hate You?

Posted by Reed Holden on Sep 18, 2018 10:13:01 AM

Last month, I wrote about problems with the phone company that provides service to our home in the woods of Maine. If you don’t remember, the service is terrible and the process to get problems resolved is awful. In any case, we were in Maine recently, and saw a truck for a competitive phone company. I couldn't wait to call them. Though the call was quick and to the point, the customer service representative gave me the options and informed me that it was going to be at least a month before the service became available. When it is available, we will be switching to the new phone provider. Why? Because over time, I have come to absolutely hate dealing with the current telephone provider

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Topics: Negotiating with Backbone

Go Beyond the Spreadsheet to a New Customer Value Conversation

Posted by Ellen Quackenbush on Sep 13, 2018 9:43:39 AM

Recent articles and blog postings are abuzz with the power of price segmentation, driven by the abundance of transaction data and the power of pricing analytics to create highly-tuned segmentations to capture customer willingness-to-pay. Some analytics create hundreds—even thousands—of micro-segments to maximize profitability by exploiting the differences in willingness-to-pay within your installed base. What’s not to like about this? Sounds like easy money to me. However, there are some embedded assumptions about price segmentation that pricing professionals need to consider:

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Topics: Pricing with Confidence

When Discounting Moves from Dangerous to Disastrous

Posted by Reed Holden on Sep 6, 2018 6:25:16 AM

OK, I get it. In rapidly growing markets, it's worth it to discount your products and services, in order to establish and expand your footprint. The high-tech guys have known this for years and use that strategy quite effectively.

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Topics: Negotiating with Backbone

Wake Up Sellers! It's Time to Think Differently

Posted by Adele Mclean on Aug 30, 2018 8:54:17 PM

Have you become trapped in your own mindset – convinced you are selling a commodity or that even you yourself have become commoditized? Are you falling prey to confirmation bias when you sell? Well, sellers, it’s time to wake up and start thinking differently.

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Topics: Negotiating with Backbone

What Cards Have You Been Dealt?

Posted by Travis Umpleby on Aug 23, 2018 6:00:00 AM

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.

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Topics: Negotiating with Backbone

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

Posted by Richard Harrington on Aug 15, 2018 9:38:49 PM

At a recent networking event, I was chatting with a pricing manager from a major company famed for their innovation. She made a comment that really struck me:

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Topics: Pricing with Confidence

Ask the Expert: GM Survey Report Commentary

Posted by Erin Cihak on Aug 8, 2018 7:28:11 PM

At Holden Advisors, we often speak with General Managers (GMs) about commercial transformation. We want to understand not only what is happening in their markets and their businesses, but also the effectiveness of their commercial teams. Recently, we asked GMs a specific question about pricing: “How can Pricing Leaders elevate the impact of their function and better serve their companies in the creation and execution of overall corporate strategy?”

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Topics: Pricing with Confidence

Report: 2018 GM Survey

Posted by Patrick McCullough on Aug 6, 2018 12:36:16 PM

Holden Advisors works with General Managers to improve the commercial performance of their businesses. Throughout the course of our work, we have identified a disconnect between the vision for and the reality of pricing functions within many organizations. Given the dynamics at play in these markets, and how customers are functionally served within them, it is no surprise a clear contradiction has emerged. As a result, we conducted a survey to validate our findings. Over the course of our research, we asked GMs to reflect on the pricing function within their teams and define their wants and needs for the pricing discipline. For the first question, we asked GMs to describe their ideal vision for the pricing function. Then, we asked them to compare and contrast this vision to the current reality. The responses were grouped into the three distinct categories defined below. Here is what we learned:

 

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Topics: Pricing with Confidence