How to break out of the cost-plus pricing trap
Cost-plus pricing still has a stronghold in a lot of B2B companies – and for good reason. It’s clear, it’s simple to explain and defend, and it’s predictable. When tariffs or input costs change, prices change, guaranteeing your pre-determined marg…
Value-based selling in higher education
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 dyna…
Top 5 themes from our 2024 podcast guests
We started hosting guests on If Prices Could Talk at the beginning of this year. It’s been a great journey, with lots of learnings for me through in-depth conversations with our clients, partners, and network. We’ve talked with executives and indu…
The farce of the fixed mindset
In many settings, leaders are taught to seek out those with growth mindsets and pursue them. We are taught to find opportunities for high performers who have these growth mindsets and manage out those who have a fixed mindset.
All of that is …
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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.
