---
title: Weekly Blog for Holden Advisors | value
description: value | 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/)
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- [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/)
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- [Overview](https://go.holdenadvisors.com/solutions/improve-pricing-performance)
- [Audit](https://www.holdenadvisors.com/solutions/pricing/audit/)
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- [Value-Based Pricing](https://www.holdenadvisors.com/solutions/pricing/value-based-pricing/)
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- [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)
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- [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
## [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/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)
## [Video: Is Your Product Really a Commodity?](https://blog.holdenadvisors.com/video-is-your-product-really-a-commodity)
Posted by [Adele Mclean](https://blog.holdenadvisors.com/author/adele-mclean) on Oct 30, 2019 5:30:00 AM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/video-is-your-product-really-a-commodity)
Is your product a commodity? Is it really? Or, do your customers cry commodity during negotiations to get you to decrease your price? Watch the video below and listen as Adele McLean talks about how you can get out from under this tough negotiation tactic and avoid the commodity trap.
[Read More](https://blog.holdenadvisors.com/video-is-your-product-really-a-commodity)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/video-is-your-product-really-a-commodity#comments-listing)
Topics: [value](https://blog.holdenadvisors.com/tag/value), [sales](https://blog.holdenadvisors.com/tag/sales), [procurement](https://blog.holdenadvisors.com/tag/procurement)
## [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)
[](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)
## [SaaS Pricing: Leverage 4 Key B2B Tenets to win](https://blog.holdenadvisors.com/saas-pricing-lessons-from-b2b-practices)
Posted by [Pete Morelli](https://blog.holdenadvisors.com/author/pete-morelli) on Sep 12, 2019 5:03:00 AM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/saas-pricing-lessons-from-b2b-practices)
When Holden Advisors started almost 2 decades ago, our practice was rooted in B2B pricing. Reed Holden, our founder, co-authored [the book](https://www.abebooks.com/9780131227538/Strategy-Tactics-Pricing-Guide-Profitable-013122753X/plp) that became the industry’s standard academic and practical pricing reference.
[Read More](https://blog.holdenadvisors.com/saas-pricing-lessons-from-b2b-practices)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/saas-pricing-lessons-from-b2b-practices#comments-listing)
Topics: [value](https://blog.holdenadvisors.com/tag/value), [b2b pricing](https://blog.holdenadvisors.com/tag/b2b-pricing), [pricing](https://blog.holdenadvisors.com/tag/pricing)
## [Take Value to the Next Level](https://blog.holdenadvisors.com/take-value-to-the-next-level)
Posted by [Reed Holden](https://blog.holdenadvisors.com/author/reed-holden) on Jul 31, 2019 3:46:04 PM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/take-value-to-the-next-level)
It was a tough conversation but in the end, it was simple and quite insightful. It started with a client pushing back on price. We responded that it was going to cost us a lot to get the job done. She came back saying it was a lot of money to support only a few people, especially when they had more to train. We realized that we could run the engagement with more people in the same session…same cost for us and better outcomes for the client. The client was happy and placed the order.
[Read More](https://blog.holdenadvisors.com/take-value-to-the-next-level)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/take-value-to-the-next-level#comments-listing)
Topics: [value](https://blog.holdenadvisors.com/tag/value)
## [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)
## [Simply Selling to Your Most Important Customer](https://blog.holdenadvisors.com/simply-selling-to-your-most-important-customer)
Posted by [Brian Doyle](https://blog.holdenadvisors.com/author/brian-doyle) on May 9, 2019 1:43:00 PM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/simply-selling-to-your-most-important-customer)
Imagine this: You’re selling your company’s best product. You’ve successfully navigated the gatekeeper to speak with your target buyer (the person who will actually use your product) and have shared enough of a compelling message that they’re willing to engage with you. You figured out that they have the budget to buy your product and have proposed a solution you know will help your buyer achieve their goals. Everything is progressing wonderfully and then your primary point of contact goes…silent.
[Read More](https://blog.holdenadvisors.com/simply-selling-to-your-most-important-customer)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/simply-selling-to-your-most-important-customer#comments-listing)
Topics: [customer loyalty](https://blog.holdenadvisors.com/tag/customer-loyalty), [value](https://blog.holdenadvisors.com/tag/value), [gatekeeper](https://blog.holdenadvisors.com/tag/gatekeeper)
## [Rolling Stone Gambles Big On Customer Loyalty](https://blog.holdenadvisors.com/rolling-stone-gambles-big-on-customer-loyalty)
Posted by [Matthew Lydon](https://blog.holdenadvisors.com/author/matthew-lydon) on May 2, 2019 7:05:00 AM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/rolling-stone-gambles-big-on-customer-loyalty)
For any salesperson, it’s important to understand why your customers keep coming back:
- Is it because you’re a better deal than your competitors?
- Is it the simplicity of your product offering?
- Is your product suite so specialized, there is no equal?
- Is it too complicated to uninstall your offering?
- Does your customer simply respect their relationship with you, and your product continues to deliver value for their organization?
[Read More](https://blog.holdenadvisors.com/rolling-stone-gambles-big-on-customer-loyalty)
1 Comment [Click here to read/write comments](https://blog.holdenadvisors.com/rolling-stone-gambles-big-on-customer-loyalty#comments-listing)
Topics: [customer loyalty](https://blog.holdenadvisors.com/tag/customer-loyalty), [customer experience](https://blog.holdenadvisors.com/tag/customer-experience), [value](https://blog.holdenadvisors.com/tag/value), [jump the shark](https://blog.holdenadvisors.com/tag/jump-the-shark), [rolling stone](https://blog.holdenadvisors.com/tag/rolling-stone), [subscription](https://blog.holdenadvisors.com/tag/subscription)
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