As we evaluate a P&L, we often get a big picture top-down view of gross margin for the entire business. As an example, the business is chugging along at 40% margin; however, the story looks very different when you look at margin from the bottom...
Author: Teng Yang
Not all revenue is created equal. Revenue from some deals generates strong profits and long-term growth, while others erode margins over time and stress your resources and team. Many commercial teams intuitively know that some deals are mispriced...
Once in a while, we get a different type of project that gives us new ways to think about value-based selling. We recently had the pleasure of working with an organization that sells to higher education institutions. We had to think about the dynamic...
Consider this scenario: a company develops products that address critical needs within the industry and continually enhances the product over time. Their customer base is loyal and supportive, but despite the increasing value of the products, the...
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Holden Advisors is a team of experts in pricing and sales performance.
We help build and protect our clients’ pricing power by leveraging decades of expertise in negotiation, sales strategy, and value-based pricing.
