---
title: Weekly Blog for Holden Advisors | Negotiating with Backbone
description: Negotiating with Backbone | Pricing strategy, sales negotiation, value consulting, along with sales tips and success stories.
---
[](https://www.holdenadvisors.com/)
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- [Negotiating With Backbone](https://www.holdenadvisors.com/solutions/sales/negotiating-with-backbone/)
- [Selling With Backbone](https://www.holdenadvisors.com/solutions/sales/selling-with-backbone/)
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- 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
## [What To Do If Your Company Is Asked To Participate In A Reverse Auction](https://blog.holdenadvisors.com/reverse-auction)
Posted by [Mike Cannestra](https://blog.holdenadvisors.com/author/mike-cannestra) on Mar 3, 2022 12:22:09 PM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/reverse-auction)
*A reverse auction may land you a new client, but if you are the incumbent, it may be better to say no. Here’s why.*
[Read More](https://blog.holdenadvisors.com/reverse-auction)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/reverse-auction#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), [procurement](https://blog.holdenadvisors.com/tag/procurement)
## [Where Does Your Company Fall on the Customer Experience Pyramid?](https://blog.holdenadvisors.com/customer-experience-pyramid)
Posted by [Aaron Fransen](https://blog.holdenadvisors.com/author/aaron-fransen) on Feb 18, 2022 8:32:34 AM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/customer-experience-pyramid)
*Want to negotiate a winning deal? Learn the four basic buyer types and leverage the Customer Experience Pyramid to give yourself the winning edge.*
[Read More](https://blog.holdenadvisors.com/customer-experience-pyramid)
1 Comment [Click here to read/write comments](https://blog.holdenadvisors.com/customer-experience-pyramid#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), [Uncovering your Value](https://blog.holdenadvisors.com/tag/uncovering-your-value), [customer experience](https://blog.holdenadvisors.com/tag/customer-experience)
## [Don’t Waste Your Time: Five Red Flags to Watch for with Unsolicited RFPs](https://blog.holdenadvisors.com/five-red-flags-for-unsolicited-rfp)
Posted by [Brian Doyle](https://blog.holdenadvisors.com/author/brian-doyle) on Jan 19, 2022 9:21:04 AM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/five-red-flags-for-unsolicited-rfp)
In the world of sales, it’s easy to get caught up in the possibilities of an unsolicited RFP. But, if you find yourself dealing with procurement, you might want to save your energy.
[Read More](https://blog.holdenadvisors.com/five-red-flags-for-unsolicited-rfp)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/five-red-flags-for-unsolicited-rfp#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), [Selling with Backbone](https://blog.holdenadvisors.com/tag/selling-with-backbone)
## [From Transaction to Trust: Overcoming Today’s Top 3 Sales Challenges](https://blog.holdenadvisors.com/overcoming-todays-sales-challenges)
Posted by [Pete Morelli](https://blog.holdenadvisors.com/author/pete-morelli) on Nov 9, 2021 11:07:13 AM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/overcoming-todays-sales-challenges)
Holden Advisors has the privilege of working with some of the top global sales organizations which affords us visibility into challenges that leaders in those organizations face on a daily basis. We're frequently asked about these common challenges because they might be applicable to issues encountered by other companies. The following represent the top three themes that we see across our sales performance engagements that Holden Advisors has encountered over the past 10 years.
[Read More](https://blog.holdenadvisors.com/overcoming-todays-sales-challenges)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/overcoming-todays-sales-challenges#comments-listing)
Topics: [Negotiating with Backbone](https://blog.holdenadvisors.com/tag/negotiating-with-backbone), [Selling with Backbone](https://blog.holdenadvisors.com/tag/selling-with-backbone)
## [Big Customer Negotiating: Dancing with a Gorilla](https://blog.holdenadvisors.com/big-customer-negotiating-dancing-with-a-gorilla)
Posted by [Reed Holden](https://blog.holdenadvisors.com/author/reed-holden) on Oct 21, 2021 10:31:00 AM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/big-customer-negotiating-dancing-with-a-gorilla)
Big or small, almost all B2B companies have to sell to large, powerful companies because they believe that the "big win" keeps the plant running or resources at capacity. Those negotiations are often tough and focus on price. “Tough” isn't quite the right word – how about brutal? Those big companies, or gorillas, control a lot of revenue, and like it or not, we have to sell to them. As a result of those brutal negotiations, the oftentimes smaller seller will lose money or barely break even.
[Read More](https://blog.holdenadvisors.com/big-customer-negotiating-dancing-with-a-gorilla)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/big-customer-negotiating-dancing-with-a-gorilla#comments-listing)
Topics: [Negotiating with Backbone](https://blog.holdenadvisors.com/tag/negotiating-with-backbone)
## [Strengthen Negotiations with New Products and Services](https://blog.holdenadvisors.com/strengthen-negotiations-with-new-products)
Posted by [Pete Morelli](https://blog.holdenadvisors.com/author/pete-morelli) on Oct 19, 2021 9:43:44 AM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/strengthen-negotiations-with-new-products)
Too often, sales teams rely too heavily on discounts or service giveaways to close deals. This leads to a host of issues including leaving money on the table, teaching customers to negotiate hard for discounts and freebies, and eroding the customer's perception of your value.
[Read More](https://blog.holdenadvisors.com/strengthen-negotiations-with-new-products)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/strengthen-negotiations-with-new-products#comments-listing)
Topics: [Negotiating with Backbone](https://blog.holdenadvisors.com/tag/negotiating-with-backbone)
## [Play Better Poker With Your Customers](https://blog.holdenadvisors.com/play-better-poker-0)
Posted by [Adele Mclean](https://blog.holdenadvisors.com/author/adele-mclean) on Oct 14, 2021 9:42:08 AM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/play-better-poker-0)
When it comes to negotiation, very few sellers spend enough time planning. I encourage you to carve out time to get centered and think about some of the upcoming negotiations you have. There’s a lot to consider, but let's start by thinking differently about your customers and the ways you engage with them.
[Read More](https://blog.holdenadvisors.com/play-better-poker-0)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/play-better-poker-0#comments-listing)
Topics: [Negotiating with Backbone](https://blog.holdenadvisors.com/tag/negotiating-with-backbone)
## [Passing the Price Gauntlet with Strategic Accounts](https://blog.holdenadvisors.com/passing-the-price-gauntlet)
Posted by [Reed Holden](https://blog.holdenadvisors.com/author/reed-holden) on Sep 8, 2021 5:44:03 PM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/passing-the-price-gauntlet)
As a strategic account manager, you take the long view in working with your customers to ensure that each of them gets [the right solution](https://blog.holdenadvisors.com/news-from-the-field-qualify). You invest time in evaluating your customer's business and sourcing the best team internally to configure a valuable solution. It takes teamwork, planning, and execution.
[Read More](https://blog.holdenadvisors.com/passing-the-price-gauntlet)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/passing-the-price-gauntlet#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)
## [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/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)
## [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/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)
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