---
title: Weekly Blog for Holden Advisors | value selling
description: value selling | 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/)
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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/)
- [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/)
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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/)
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- [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
## [Determining Product Value Through a Customer’s Eyes](https://blog.holdenadvisors.com/determining-product-value-through-a-customers-eyes)
Posted by [Mechell Hoxie](https://blog.holdenadvisors.com/author/mechell-hoxie) on Feb 2, 2022 9:31:02 AM
- [Tweet](https://twitter.com/share)
[](https://blog.holdenadvisors.com/determining-product-value-through-a-customers-eyes)
*When determining product value, it’s important to go beyond cost and demand. Your customers’ perceived value matters too, especially if you want to build lasting business relationships.*
[Read More](https://blog.holdenadvisors.com/determining-product-value-through-a-customers-eyes)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/determining-product-value-through-a-customers-eyes#comments-listing)
Topics: [Selling with Confidence](https://blog.holdenadvisors.com/tag/selling-with-confidence), [Uncovering your Value](https://blog.holdenadvisors.com/tag/uncovering-your-value), [Selling with Backbone](https://blog.holdenadvisors.com/tag/selling-with-backbone), [value selling](https://blog.holdenadvisors.com/tag/value-selling)
## [True Profitability](https://blog.holdenadvisors.com/true-profitability)
Posted by [Pedro Ferro](https://blog.holdenadvisors.com/author/pedro-ferro) on Apr 22, 2021 1:38:49 PM
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[](https://blog.holdenadvisors.com/true-profitability)
We live in a time of abundant choice, and our customers expect options. Providing customers with a large variety of products and features is a compelling way to sell more. But, as companies grow and diversify, it can be difficult to capture the monetary value generated by the long tail of these products using traditional product management tools and data. An example of these traditional methods includes simple gross margin and product costing techniques derived from accounting systems. These conventional accounting data sets fail to account for the value of diversification and the actual cost of complexity.
[Read More](https://blog.holdenadvisors.com/true-profitability)
0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/true-profitability#comments-listing)
Topics: [Pricing with Confidence](https://blog.holdenadvisors.com/tag/pricing-with-confidence), [pricing metrics](https://blog.holdenadvisors.com/tag/pricing-metrics), [value selling](https://blog.holdenadvisors.com/tag/value-selling), [pricing](https://blog.holdenadvisors.com/tag/pricing)
## [The Importance of Trusted Partners - In Business & In Life](https://blog.holdenadvisors.com/the-importance-of-trusted-partners)
Posted by [Reed Holden](https://blog.holdenadvisors.com/author/reed-holden) on Sep 13, 2020 1:24:17 PM
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[](https://blog.holdenadvisors.com/the-importance-of-trusted-partners)
The other day I received a call from the CEO of a technology company, and it was not to talk about his company. In this case, I was provided as a reference for a building contractor I had worked with several years ago. The caller’s name was Curt, and like many people building a home, Curt wanted to find a contractor who would do the job on time and not overcharge him. Sounds reasonable, right? Well, not always.
[Read More](https://blog.holdenadvisors.com/the-importance-of-trusted-partners)
1 Comment [Click here to read/write comments](https://blog.holdenadvisors.com/the-importance-of-trusted-partners#comments-listing)
Topics: [value selling](https://blog.holdenadvisors.com/tag/value-selling), [pricing](https://blog.holdenadvisors.com/tag/pricing)
## [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
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[](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)
## [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)
## [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
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[](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)
## [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
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[](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
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[](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
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[](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)
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