When Is a Pricing Problem Not a Pricing Problem?

| Reed Holden | ,
This is a story of a highly specialized drug, Ilaris, which is sold by Novartis for $16,000 a dose or $64,000 a year. They sell to under 10,000 patients a year. Novartis discovered that the drug may also have a beneficial impact on heart attack su…
Read More

3 Ways To Start Building an Enterprise Sales Process

| Joanna VanDeWater |
Most sellers follow some sort of sales process. The companies for whom they work may not label specific stages or track opportunities within them; nevertheless, the process exists. As an independent business owner, I was keenly aware of how many p…
Read More

Drive Your Value Message with White Space

| Travis Umpleby | ,
You are sitting across the table from an important influencer within your customer’s buying center. You scheduled this meeting to outline how your new product helps the customer’s teams improve performance. You present one customer value prop afte…
Read More

Why You Need a Sales Team with Backbone

| Reed Holden | ,
Okay, so managing a sales team can be tough. You have a sales team that is in the field doing all they can to hit their numbers and you’re at half-time. You’re asking, “Will we be where we need to be at the end of the year?” The question you shoul…
Read More

Sign Up for Insights

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.

Quick Links

© Holden Advisors. All rights reserved | Privacy Policy