The Top 5 Articles from 2020

Posted by Holden on Jan 14, 2021 9:04:58 PM

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.


1. Is it the right time for a price increase?

Posted by Reed Holden

We have received many requests from companies wondering if it is a good idea to increase prices to offset declining sales during the pandemic...

Click here to read the article.

2. A tale of two transformations

Posted by Adele McLean

If you are serious about a successful commercial transformation, here are four leading indicators of the success of your initiative...

Click here to read the article.

3. Three essential elements of a successful transformation 

Posted by Reed Holden

Focusing on the customer is the key to success, and to truly reach customers, companies need to focus on these three critical elements...

Click here to read the article.

4. Three principles to guide pricing decisions in uncertain times

Posted by Patrick McCullough

Given all the disruption and change this year, challenging your commercial organization’s go-to-market strategy is a totally reasonable endeavor...

Click here to read the article.

5. Do your customers really need you in the era of COVID-19?

Posted by Brian Doyle

In the B2B space, we talk too often about value adds that are “nice to haves”. In the age of COVID-19, these niceties are nearly worthless. Here are the key areas that will prove your real value to customers...

Click here to read the article.


Interested in reading more? Check out our other publications



Topics: Negotiating with Backbone, Pricing with Confidence, Selling with Backbone, Commercial Transformation