--- title: Weekly Blog for Holden Advisors (3) description: Pricing strategy, sales negotiation, value consulting, along with sales tips and success stories. (3) --- [![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 ## [How to double your price and retain your customers](https://blog.holdenadvisors.com/double-your-price-and-retain-your-customers) Posted by [Brian Doyle](https://blog.holdenadvisors.com/author/brian-doyle) on Jul 9, 2021 3:14:08 PM - [Tweet](https://twitter.com/share) [![](https://blog.holdenadvisors.com/hubfs/100%20million.png)](https://blog.holdenadvisors.com/double-your-price-and-retain-your-customers) Is it possible to double your price and not lose any customers? Yep. [Read More](https://blog.holdenadvisors.com/double-your-price-and-retain-your-customers) 2 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/double-your-price-and-retain-your-customers#comments-listing) Topics: [Pricing with Confidence](https://blog.holdenadvisors.com/tag/pricing-with-confidence), [Uncovering your Value](https://blog.holdenadvisors.com/tag/uncovering-your-value) ## [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/hubfs/qualify%20qualify%20qualify%20v2.jpg)](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) ## [True Profitability](https://blog.holdenadvisors.com/true-profitability) Posted by [Pedro Ferro](https://blog.holdenadvisors.com/author/pedro-ferro) on Apr 22, 2021 1:38:49 PM - [Tweet](https://twitter.com/share) [![](https://blog.holdenadvisors.com/hubfs/Business%20graph%20with%20arrow%20showing%20profits%20and%20gains.jpeg)](https://blog.holdenadvisors.com/true-profitability) We live in a time of abundant choice, and our customers expect options. Providing customers with a large variety of products and features is a compelling way to sell more. But, as companies grow and diversify, it can be difficult to capture the monetary value generated by the long tail of these products using traditional product management tools and data. An example of these traditional methods includes simple gross margin and product costing techniques derived from accounting systems. These conventional accounting data sets fail to account for the value of diversification and the actual cost of complexity. [Read More](https://blog.holdenadvisors.com/true-profitability) 0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/true-profitability#comments-listing) Topics: [Pricing with Confidence](https://blog.holdenadvisors.com/tag/pricing-with-confidence), [pricing metrics](https://blog.holdenadvisors.com/tag/pricing-metrics), [value selling](https://blog.holdenadvisors.com/tag/value-selling), [pricing](https://blog.holdenadvisors.com/tag/pricing) ## [The Top 5 Articles from 2020](https://blog.holdenadvisors.com/top-5-most-popular-posts-2020) Posted by [Holden](https://blog.holdenadvisors.com/author/holden) on Jan 14, 2021 9:04:58 PM - [Tweet](https://twitter.com/share) [![](https://blog.holdenadvisors.com/hubfs/2021.jpeg)](https://blog.holdenadvisors.com/top-5-most-popular-posts-2020) | 2020 was an unexpected year for all of us. It was filled with unprecedented changes to all of our lives, a pivot (for most of us) to doing business virtually, and for us at Holden Advisors, a lot of new and interesting content relating to virtual negotiations and price changes in a pandemic. As we reflect on the past year, we wanted to take this opportunity to thank you for your continued interest in our publications and spotlight the **5 articles you loved the most in 2020.** | | --- | [Read More](https://blog.holdenadvisors.com/top-5-most-popular-posts-2020) 0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/top-5-most-popular-posts-2020#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), [Selling with Backbone](https://blog.holdenadvisors.com/tag/selling-with-backbone), [Commercial Transformation](https://blog.holdenadvisors.com/tag/commercial-transformation) ## [3 Principles to Guide Pricing Decisions During Uncertain Times](https://blog.holdenadvisors.com/3-principles-to-guide-pricing-decisions) Posted by [Patrick McCullough](https://blog.holdenadvisors.com/author/patrick-mccullough) on Oct 7, 2020 2:58:41 PM - [Tweet](https://twitter.com/share) [![](https://blog.holdenadvisors.com/hubfs/The%20world%20is%20changing.jpg)](https://blog.holdenadvisors.com/3-principles-to-guide-pricing-decisions) Given all the disruption and change this year, challenging your commercial organization’s go-to-market strategy is a totally reasonable endeavor. The big questions are: [Read More](https://blog.holdenadvisors.com/3-principles-to-guide-pricing-decisions) 0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/3-principles-to-guide-pricing-decisions#comments-listing) Topics: [Pricing with Confidence](https://blog.holdenadvisors.com/tag/pricing-with-confidence) ## [The Importance of Trusted Partners - In Business & In Life](https://blog.holdenadvisors.com/the-importance-of-trusted-partners) Posted by [Reed Holden](https://blog.holdenadvisors.com/author/reed-holden) on Sep 13, 2020 1:24:17 PM - [Tweet](https://twitter.com/share) [![](https://blog.holdenadvisors.com/hubfs/House%20Framed.jpg)](https://blog.holdenadvisors.com/the-importance-of-trusted-partners) The other day I received a call from the CEO of a technology company, and it was not to talk about his company. In this case, I was provided as a reference for a building contractor I had worked with several years ago. The caller’s name was Curt, and like many people building a home, Curt wanted to find a contractor who would do the job on time and not overcharge him. Sounds reasonable, right? Well, not always. [Read More](https://blog.holdenadvisors.com/the-importance-of-trusted-partners) 1 Comment [Click here to read/write comments](https://blog.holdenadvisors.com/the-importance-of-trusted-partners#comments-listing) Topics: [value selling](https://blog.holdenadvisors.com/tag/value-selling), [pricing](https://blog.holdenadvisors.com/tag/pricing) ## [Is it the right time for a price increase?](https://blog.holdenadvisors.com/is-it-the-right-time-for-a-price-increase) Posted by [Reed Holden](https://blog.holdenadvisors.com/author/reed-holden) on Aug 31, 2020 8:49:05 AM - [Tweet](https://twitter.com/share) [![](https://blog.holdenadvisors.com/hubfs/Stock%20images/Magnifing%20glass%20and%20documents%20with%20analytics%20data%20lying%20on%20table.jpeg)](https://blog.holdenadvisors.com/is-it-the-right-time-for-a-price-increase) We have received many requests from companies wondering if it is a good idea to increase prices to offset declining sales during the pandemic. While the answer is generally no, it is important to recognize how buyers are changing their behavior and how the pandemic is causing disruption. So I thought it was wise to spend a few minutes reviewing the importance of understanding your distinct customer groups to bring clarity during economic chaos. [Read More](https://blog.holdenadvisors.com/is-it-the-right-time-for-a-price-increase) 1 Comment [Click here to read/write comments](https://blog.holdenadvisors.com/is-it-the-right-time-for-a-price-increase#comments-listing) Topics: [Pricing with Confidence](https://blog.holdenadvisors.com/tag/pricing-with-confidence), [big data](https://blog.holdenadvisors.com/tag/big-data), [value](https://blog.holdenadvisors.com/tag/value), [pricing](https://blog.holdenadvisors.com/tag/pricing) ## [The Great Burger Bundle Bungle](https://blog.holdenadvisors.com/the-great-burger-bundle-bungle) Posted by [Reed Holden](https://blog.holdenadvisors.com/author/reed-holden) on Aug 12, 2020 8:42:00 PM - [Tweet](https://twitter.com/share) [![](https://blog.holdenadvisors.com/hubfs/Stock%20images/Boy%20and%20burger.jpeg)](https://blog.holdenadvisors.com/the-great-burger-bundle-bungle) Recently, McDonalds had a special pricing promotion that caused a 10% reduction in demand for fries. Allegedly, the drop in demand was the result of a 99-cent burger promotion. The promotion unintentionally incentivized consumers to switch from buying their usual combo meals that included fries and a drink at a bundled price. These combo meals are a traditional winner for franchises as customers who normally buy just the burger and a drink can opt to add fries at a discount versus purchasing all three items separately. They might even choose to “super-size” it with bigger drinks and fries at higher prices, adding more profit to the purchase. As a dad and now a granddad, I have fallen into that trap more than once! [Read More](https://blog.holdenadvisors.com/the-great-burger-bundle-bungle) 0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/the-great-burger-bundle-bungle#comments-listing) Topics: [pricing](https://blog.holdenadvisors.com/tag/pricing), [bundling](https://blog.holdenadvisors.com/tag/bundling) ## [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/hubfs/Adele%20McLean%20-%20Virtual%20News%20From%20The%20Field%20-%20June%202.jpg)](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/hubfs/Adele%20McLean%20-%20Virtual%20News%20From%20The%20Field%20-%20June%202.jpg)](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) [Previous](https://blog.holdenadvisors.com/page/2) [All posts](https://blog.holdenadvisors.com/all) [Next](https://blog.holdenadvisors.com/page/4) ### **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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