--- title: Weekly Blog for Holden Advisors | actionable insights description: actionable insights | 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 ## [Only your prospect knows...](https://blog.holdenadvisors.com/only-your-prospect-knows) Posted by [Alicia Shevetone](https://blog.holdenadvisors.com/author/alicia-shevetone) on Oct 17, 2019 5:30:00 AM - [Tweet](https://twitter.com/share) [![Business man pointing the text Add Value](https://blog.holdenadvisors.com/hubfs/Stock%20images/Business%20man%20pointing%20the%20text%20Add%20Value.jpeg)](https://blog.holdenadvisors.com/only-your-prospect-knows) The Buyer-Seller Gap is getting its share of press these days. Even HBR is in on the fun, having tabulated [seven daunting reasons](https://hbr.org/2017/08/7-reasons-salespeople-dont-close-the-deal) why salespeople can’t close the deal. It gets worse: [only about 55% of us make quota](https://www.csoinsights.com/wp-content/uploads/sites/5/2018/12/2018-2019-Sales-Performance-Report.pdf). I wonder if accountants are as bombarded with data about how badly they perform. [Read More](https://blog.holdenadvisors.com/only-your-prospect-knows) 0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/only-your-prospect-knows#comments-listing) Topics: [Selling with Backbone](https://blog.holdenadvisors.com/tag/selling-with-backbone), [actionable insights](https://blog.holdenadvisors.com/tag/actionable-insights), [value](https://blog.holdenadvisors.com/tag/value), [sales](https://blog.holdenadvisors.com/tag/sales), [value selling](https://blog.holdenadvisors.com/tag/value-selling) ## [Stop the Revenue Bleeding](https://blog.holdenadvisors.com/stop-the-revenue-bleeding) Posted by [Brian Doyle](https://blog.holdenadvisors.com/author/brian-doyle) on Oct 9, 2019 8:30:56 AM - [Tweet](https://twitter.com/share) [![money briefcase ](https://blog.holdenadvisors.com/hubfs/money%20briefcase%20.png)](https://blog.holdenadvisors.com/stop-the-revenue-bleeding)   One of the first things that first responders do when they start to treat a trauma victim is to find out where the victim is bleeding. Second, they determine which of those injuries is most life threatening.  [Read More](https://blog.holdenadvisors.com/stop-the-revenue-bleeding) 0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/stop-the-revenue-bleeding#comments-listing) Topics: [Selling with Backbone](https://blog.holdenadvisors.com/tag/selling-with-backbone), [actionable insights](https://blog.holdenadvisors.com/tag/actionable-insights), [buying center](https://blog.holdenadvisors.com/tag/buying-center), [value selling](https://blog.holdenadvisors.com/tag/value-selling), [revenue](https://blog.holdenadvisors.com/tag/revenue) ## [4 Tips for Using Big Data to Drive Pricing and Profits](https://blog.holdenadvisors.com/4-tips-for-using-big-data-to-drive-pricing-and-profits) Posted by [Bill Bridgers](https://blog.holdenadvisors.com/author/bill-bridgers) on Apr 11, 2019 3:23:47 PM - [Tweet](https://twitter.com/share) [![markus-spiske-207946-unsplash](https://blog.holdenadvisors.com/hubfs/markus-spiske-207946-unsplash.jpg)](https://blog.holdenadvisors.com/4-tips-for-using-big-data-to-drive-pricing-and-profits) **Where is the market today as far as pricing analytics?** [Read More](https://blog.holdenadvisors.com/4-tips-for-using-big-data-to-drive-pricing-and-profits) 0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/4-tips-for-using-big-data-to-drive-pricing-and-profits#comments-listing) Topics: [big data](https://blog.holdenadvisors.com/tag/big-data), [actionable insights](https://blog.holdenadvisors.com/tag/actionable-insights) [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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