Value-Based Pricing: Shift Your Sales Conversation into High Gear

| Holden Advisors |
I was speaking with the VP of Pricing Transformation for a Fortune 500 company recently and, as disciples of value-based pricing, we debated the subtleties of modern-day pricing theory. We agreed that a shift to value-based pricing within an organ…
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Don’t sell your products, sell what your products do

| Ellen Quackenbush |
Customers buy your products for a reason—namely, the impact your products have on their business results. If they could get the same results without buying your solution, believe me, they would. They would gladly refocus their time and money on ru…
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Translating Value for Sellers and Customers

| Holden Advisors | ,
I recently spoke with a major supplier to semiconductor manufacturers. The semiconductor industry has a handful of global players owning 80% of the market. Predictably, the supplier’s business model is heavily reliant on a few large customers. Bec…
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