Deal Lane Pricing: The Missing Link Between Strategy and Execution
Most pricing strategies don’t fail because they are wrong. They fail because they never make it into the field. Organizations invest heavily in understanding value, analyzing data, and defining a pricing strategy that should, in theory, driv…
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…
How to Stop Losing Money in Sales Negotiations
Price setting, as we’ve discussed in other posts, can be challenging, especially when we know that actual prices are determined during the negotiation between the client and the sales rep. To mitigate the difference and make sure you are gett…
Guest Blog – Daraprim, Sovaldi, and thoughts about pricing fairness
A recent article on pricing power referenced the example of Martin Shkreli’s Turing Pharmaceutical decision to raise the price of Daraprim by 5000%. Shkreli famously purchased the rights to an older off-patent drug used to treat infection in AIDS …
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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.
