---
title: Weekly Blog for Holden Advisors | Newsletter
description: Newsletter | Pricing strategy, sales negotiation, value consulting, along with sales tips and success stories.
---
[](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
## [Price Plots Can Hide Big Price Leakages](https://blog.holdenadvisors.com/price-plots-can-hide-big-price-leakages)
Posted by [Ellen Quackenbush](https://blog.holdenadvisors.com/author/ellen-quackenbush) on Jul 18, 2018 10:32:20 AM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/price-plots-can-hide-big-price-leakages)
You and your pricing team have been diligent in using your pricing software to monitor price realization and eliminate outliers, reduce unwarranted discounting, and tighten up your price band. Beware—you may be victim to the **Price Complacency Trap**—that wonderful space where you are confident that you have instilled price integrity for your core products. In reality, you may be trading single-digit improvements by raising transactions to the regression line for double-digit declines in the entire regression line over time.
[Read More](https://blog.holdenadvisors.com/price-plots-can-hide-big-price-leakages)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/price-plots-can-hide-big-price-leakages#comments-listing)
Topics: [Newsletter](https://blog.holdenadvisors.com/tag/newsletter)
## [The Imperative for Understanding Buyer Behavior](https://blog.holdenadvisors.com/the-imperative-for-understanding-buyer-behavior)
Posted by [Emily Macaulay](https://blog.holdenadvisors.com/author/emily-macaulay) on Jul 18, 2018 10:31:30 AM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/the-imperative-for-understanding-buyer-behavior)
In a recently published study, there was a claim that nearly three quarters of executives do not understand Buyer Behavior1. What an interesting statistic. While the area of study around buyer behavior remains a hot topic, there doesn’t seem to be a proportionate amount of interest from those who should seemingly care the most – the C-Suite. Sadly, I wasn’t surprised. Customers are quite possibly the most important aspect of any business, and we simply do not spend enough time or energy understanding what they do and why they do it.
[Read More](https://blog.holdenadvisors.com/the-imperative-for-understanding-buyer-behavior)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/the-imperative-for-understanding-buyer-behavior#comments-listing)
Topics: [Negotiating with Backbone](https://blog.holdenadvisors.com/tag/negotiating-with-backbone), [Newsletter](https://blog.holdenadvisors.com/tag/newsletter)
## [Fast Fixes: Three Things You Can Do to Acquire Profitable Customers](https://blog.holdenadvisors.com/fast-fixes-3-things-you-can-do-to-acquire-profitable-customers)
Posted by [Saad Shahzad](https://blog.holdenadvisors.com/author/saad-shahzad) on Jun 26, 2018 10:15:44 AM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/fast-fixes-3-things-you-can-do-to-acquire-profitable-customers)
What is the foremost goal of a successful business? To make a profit. Now, this may seem obvious, but in working across industries, it seems to me that many businesses need a reminder. I see this time and time again, clients getting so mired in details and day-to-day fire drills they lose focus. The ultimate objective: stop worrying about revenue and volume, and focus on profit.
[Read More](https://blog.holdenadvisors.com/fast-fixes-3-things-you-can-do-to-acquire-profitable-customers)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/fast-fixes-3-things-you-can-do-to-acquire-profitable-customers#comments-listing)
Topics: [Newsletter](https://blog.holdenadvisors.com/tag/newsletter)
## [Bullies and Backbone](https://blog.holdenadvisors.com/bullies-and-backbone)
Posted by [Reed Holden](https://blog.holdenadvisors.com/author/reed-holden) on Jun 26, 2018 10:14:57 AM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/bullies-and-backbone)
Recently, we've seen a number of negotiators get taken to the cleaners in business and politics when they just didn't know how to deal with a bully. You know who they are: they yell and scream at you, pounding the table throughout the process. Think about the current trade negotiations with China—the same thing happens in business all the time.
[Read More](https://blog.holdenadvisors.com/bullies-and-backbone)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/bullies-and-backbone#comments-listing)
Topics: [Negotiating with Backbone](https://blog.holdenadvisors.com/tag/negotiating-with-backbone), [Newsletter](https://blog.holdenadvisors.com/tag/newsletter)
## [Translating Value for Sellers and Customers](https://blog.holdenadvisors.com/translating-value-for-sellers-and-customers)
Posted by [Tim Mullane](https://blog.holdenadvisors.com/author/tim-mullane) on May 23, 2018 1:22:23 PM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/translating-value-for-sellers-and-customers)
I recently spoke with a major supplier to semiconductor manufacturers. The semiconductor industry has a handful of global players owning 80% of the market. Predictably, the supplier’s business model is heavily reliant on a few large customers. Because of this reliance, the supplier’s marketing team is well-schooled in measuring value delivered to customers. They knew critical semiconductor KPIs like cost of ownership, yield, performance, and risk. Their value analyses align with improving performance in these key areas. The value toolset is impressive – I had never seen such models and spreadsheets that calculated value so completely.
[Read More](https://blog.holdenadvisors.com/translating-value-for-sellers-and-customers)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/translating-value-for-sellers-and-customers#comments-listing)
Topics: [Newsletter](https://blog.holdenadvisors.com/tag/newsletter), [Uncovering your Value](https://blog.holdenadvisors.com/tag/uncovering-your-value)
## [Field Report – Are You Saying “No” Too Much in Your Team?](https://blog.holdenadvisors.com/field-report-are-you-saying-no-too-much-in-your-team)
Posted by [Adele Mclean](https://blog.holdenadvisors.com/author/adele-mclean) on May 23, 2018 1:22:03 PM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/field-report-are-you-saying-no-too-much-in-your-team)
I have been reflecting on Travis Umpleby’s article, [*3 Qualities of a High-Performance Pricing Team*](https://blog.holdenadvisors.com/3-qualities-of-a-high-performance-pricing-team), and I wanted to share some observations from my recent client work about teaming and its impact on project success or failure.
[Read More](https://blog.holdenadvisors.com/field-report-are-you-saying-no-too-much-in-your-team)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/field-report-are-you-saying-no-too-much-in-your-team#comments-listing)
Topics: [Newsletter](https://blog.holdenadvisors.com/tag/newsletter)
## [The Secret to Post-Merger Success](https://blog.holdenadvisors.com/post-merger-success)
Posted by [Tim Mullane](https://blog.holdenadvisors.com/author/tim-mullane) on Mar 21, 2018 5:33:05 PM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/post-merger-success)
Mergers can be a terrific way to grow your business, customer base, and product offerings. Given the changes in the regulatory environment, access to capital, and overall market appreciation, we see many companies choose a merger as a growth strategy now. The message to shareholders promises 1+1=3. In other words, the new whole will be greater than the sum of its parts. A single transaction promises that a stronger market position will lead to a significant increase in sales—while reducing costs.
However, the promise of the merger can often fall short of the reality.
[Read More](https://blog.holdenadvisors.com/post-merger-success)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/post-merger-success#comments-listing)
Topics: [Newsletter](https://blog.holdenadvisors.com/tag/newsletter), [Selling with Confidence](https://blog.holdenadvisors.com/tag/selling-with-confidence)
## [Special Report from the Field](https://blog.holdenadvisors.com/acquisition-revenue-quick-hits)
Posted by [Richard Harrington](https://blog.holdenadvisors.com/author/richard-harrington) on Mar 21, 2018 5:29:30 PM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/acquisition-revenue-quick-hits)
This is a special pricing improvement project update from the field.
In our most recent pricing improvement project, we were tasked with finding some low-hanging fruit to execute in 60 days. Our client, a $9B company that has grown as a result of multiple acquisitions is dealing with very complex systems, process, and people integration issues.
[Read More](https://blog.holdenadvisors.com/acquisition-revenue-quick-hits)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/acquisition-revenue-quick-hits#comments-listing)
Topics: [Newsletter](https://blog.holdenadvisors.com/tag/newsletter), [Pricing with Confidence](https://blog.holdenadvisors.com/tag/pricing-with-confidence)
## [Think What Price Can Do, Not What Price Should Be](https://blog.holdenadvisors.com/think-what-can-price-do-not-what-price-should-be)
Posted by [Richard Harrington](https://blog.holdenadvisors.com/author/richard-harrington) on Feb 14, 2018 7:57:04 PM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/think-what-can-price-do-not-what-price-should-be)
During a recent conversation, a pricing manager from a client confessed he felt frustrated with his current state of affairs. He felt the way his company manages pricing is reactive. Exasperated, he cried out, “I want people to stop asking me what we want our prices to be, and start asking me what we want our prices to do!”
[Read More](https://blog.holdenadvisors.com/think-what-can-price-do-not-what-price-should-be)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/think-what-can-price-do-not-what-price-should-be#comments-listing)
Topics: [Newsletter](https://blog.holdenadvisors.com/tag/newsletter), [Pricing with Confidence](https://blog.holdenadvisors.com/tag/pricing-with-confidence)
## [Tech Giants Apple, Google, and Amazon Get Pricing Right](https://blog.holdenadvisors.com/tech-giants-apple-google-and-amazon-get-pricing-right)
Posted by [Reed Holden](https://blog.holdenadvisors.com/author/reed-holden) on Feb 14, 2018 7:56:25 PM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/tech-giants-apple-google-and-amazon-get-pricing-right)
In an article published recently in the “Technology” section of [*The Wall Street Journal*](http://news.morningstar.com/all/dow-jones/us-markets/201802021967/alphabet-posts-loss-but-revenue-climbs-wsj.aspx), the author, Jack Nicas, alluded to pricing excellence in the three giants of U.S. and global technology: Apple, Google, and Amazon. Here are the results of the last quarter:
[Read More](https://blog.holdenadvisors.com/tech-giants-apple-google-and-amazon-get-pricing-right)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/tech-giants-apple-google-and-amazon-get-pricing-right#comments-listing)
Topics: [Newsletter](https://blog.holdenadvisors.com/tag/newsletter), [Pricing with Confidence](https://blog.holdenadvisors.com/tag/pricing-with-confidence)
[All posts](https://blog.holdenadvisors.com/all) [Next](https://blog.holdenadvisors.com/tag/newsletter/page/2)
### **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. All Rights Reserved.