---
title: Weekly Blog for Holden Advisors | Negotiating with Backbone (2)
description: Negotiating with Backbone | Pricing strategy, sales negotiation, value consulting, along with sales tips and success stories. (2)
---
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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
## [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/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/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)
## [Do your customers really need you in the era of COVID-19?](https://blog.holdenadvisors.com/do-your-customers-really-need-you-in-the-era-of-covid-19)
Posted by [Brian Doyle](https://blog.holdenadvisors.com/author/brian-doyle) on May 1, 2020 2:43:31 PM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/do-your-customers-really-need-you-in-the-era-of-covid-19)
This is a scary time for suppliers and their sales teams. Customers concerned with the impact of COVID-19 are canceling or postponing projects and curtailing spending. As a result, suppliers are losing revenue and seriously considering pay cuts and/or layoffs to help them through this difficult time.
[Read More](https://blog.holdenadvisors.com/do-your-customers-really-need-you-in-the-era-of-covid-19)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/do-your-customers-really-need-you-in-the-era-of-covid-19#comments-listing)
Topics: [Negotiating with Backbone](https://blog.holdenadvisors.com/tag/negotiating-with-backbone), [winning proposal](https://blog.holdenadvisors.com/tag/winning-proposal), [value selling](https://blog.holdenadvisors.com/tag/value-selling), [procurement](https://blog.holdenadvisors.com/tag/procurement)
## [The Top 5 Articles from 2019](https://blog.holdenadvisors.com/top-5-most-popular-posts-2019)
Posted by [Patrick McCullough](https://blog.holdenadvisors.com/author/patrick-mccullough) on Jan 17, 2020 3:20:00 PM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/top-5-most-popular-posts-2019)
2019 was an exciting year for Holden Advisors, filled with thought-provoking and timely content reflecting key takeaways from special events and outlining optimal strategies to address the most pressing commercial challenges. 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 2019.**
[Read More](https://blog.holdenadvisors.com/top-5-most-popular-posts-2019)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/top-5-most-popular-posts-2019#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), [Commercial Transformation](https://blog.holdenadvisors.com/tag/commercial-transformation)
## [Discounting is a Nasty Habit](https://blog.holdenadvisors.com/discounting-is-a-nasty-habit)
Posted by [Saad Shahzad](https://blog.holdenadvisors.com/author/saad-shahzad) on Sep 26, 2019 5:00:00 AM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/discounting-is-a-nasty-habit)
Are you sick of hearing about the need to protect your premium high value offerings and stop discounting? Well, you may be sick of hearing it, but it's **true**.
[Read More](https://blog.holdenadvisors.com/discounting-is-a-nasty-habit)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/discounting-is-a-nasty-habit#comments-listing)
Topics: [Negotiating with Backbone](https://blog.holdenadvisors.com/tag/negotiating-with-backbone), [value selling](https://blog.holdenadvisors.com/tag/value-selling)
## [Cool heads prevail: Tame the never-ending pressure of sales](https://blog.holdenadvisors.com/cooler-heads-prevail-tame-the-never-ending-pressure-of-sales)
Posted by [Alicia Shevetone](https://blog.holdenadvisors.com/author/alicia-shevetone) on Sep 19, 2019 4:15:00 AM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/cooler-heads-prevail-tame-the-never-ending-pressure-of-sales)
Generally speaking, as a seller to a seller, we know that big sales opportunities are both a blessing and a curse. While they offer the opportunity for “quota busting” years, they also carry a heavy spotlight and the pressure that comes along with it. This pressure churns our emotions, generating angst in even the most tenured sales pros. How do you deal with the stress?
[Read More](https://blog.holdenadvisors.com/cooler-heads-prevail-tame-the-never-ending-pressure-of-sales)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/cooler-heads-prevail-tame-the-never-ending-pressure-of-sales#comments-listing)
Topics: [Negotiating with Backbone](https://blog.holdenadvisors.com/tag/negotiating-with-backbone), [value selling](https://blog.holdenadvisors.com/tag/value-selling)
## [Does your organization struggle with discounting?](https://blog.holdenadvisors.com/does-your-organization-struggle-with-discounting)
Posted by [Saad Shahzad](https://blog.holdenadvisors.com/author/saad-shahzad) on Aug 21, 2019 10:48:12 AM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/does-your-organization-struggle-with-discounting)
Do you think your sales team effectively sells the value that you provide to your customers? And how would you measure that, anyway?
[Read More](https://blog.holdenadvisors.com/does-your-organization-struggle-with-discounting)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/does-your-organization-struggle-with-discounting#comments-listing)
Topics: [Negotiating with Backbone](https://blog.holdenadvisors.com/tag/negotiating-with-backbone), [value selling](https://blog.holdenadvisors.com/tag/value-selling)
## [Wayward Sales Veteran Comes Clean](https://blog.holdenadvisors.com/wayward-sales-veteran-comes-clean)
Posted by [Alicia Shevetone](https://blog.holdenadvisors.com/author/alicia-shevetone) on Jul 16, 2019 12:30:00 PM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/wayward-sales-veteran-comes-clean)
How many blog posts have you read that start with something like, “As a 20-year sales veteran, I’ve experienced …blah…blah…blah”? It’s amusing how sellers use tenure as a crutch for complacency. It sounds reasonable though, right? Why shouldn’t my performance speak for itself?
[Read More](https://blog.holdenadvisors.com/wayward-sales-veteran-comes-clean)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/wayward-sales-veteran-comes-clean#comments-listing)
Topics: [Negotiating with Backbone](https://blog.holdenadvisors.com/tag/negotiating-with-backbone), [value](https://blog.holdenadvisors.com/tag/value), [sales](https://blog.holdenadvisors.com/tag/sales)
## [News From The Field: Am I the Rabbit?](https://blog.holdenadvisors.com/am-i-the-rabbit)
Posted by [Adele Mclean](https://blog.holdenadvisors.com/author/adele-mclean) on Apr 25, 2019 9:38:40 AM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/am-i-the-rabbit)
Do you have a relationship with key decision makers?
[Read More](https://blog.holdenadvisors.com/am-i-the-rabbit)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/am-i-the-rabbit#comments-listing)
Topics: [Negotiating with Backbone](https://blog.holdenadvisors.com/tag/negotiating-with-backbone), [winning proposal](https://blog.holdenadvisors.com/tag/winning-proposal), [buying center](https://blog.holdenadvisors.com/tag/buying-center), [rabbit](https://blog.holdenadvisors.com/tag/rabbit)
## [The Neuroscience Behind the Discount (And How to Stop)](https://blog.holdenadvisors.com/the-neuroscience-behind-the-discount-and-how-to-stop)
Posted by [Emily Macaulay](https://blog.holdenadvisors.com/author/emily-macaulay) on Mar 14, 2019 6:45:00 AM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/the-neuroscience-behind-the-discount-and-how-to-stop)
Salespeople have bad habits, just like the rest of us. We all know this. Perhaps one of a seller’s worst habits, however, is rampant discounting. This habit is insidious, hard to break, and downright destructive. It falls straight to a company’s bottom line and eats up margins like PAC-MAN.
[Read More](https://blog.holdenadvisors.com/the-neuroscience-behind-the-discount-and-how-to-stop)
1 Comment [Click here to read/write comments](https://blog.holdenadvisors.com/the-neuroscience-behind-the-discount-and-how-to-stop#comments-listing)
Topics: [Negotiating with Backbone](https://blog.holdenadvisors.com/tag/negotiating-with-backbone)
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