Value selling to government agencies
If you’ve ever sold to the government, you know the feeling of getting beat down by the procurement process. It can be especially frustrating when you’re trying to increase the price of your product. But don’t give up just yet! The government is l…
How to accelerate B2B negotiations with Give-Gets
The negotiation table is a lawless place. You never know what will happen when the first number comes out, or the counteroffer, and so on. We recently had a partner tell us the discounting in their sales team ranged from 0-90%.
Who c…
Determining Product Value Through a Customer’s Eyes
When determining product value, it’s important to go beyond cost and demand. Your customers’ perceived value matters too, especially if you want to build lasting business relationships.
True Profitability
We live in a time of abundant choice, and our customers expect options. Providing customers with a large variety of products and features is a compelling way to sell more. But, as companies grow and diversify, it can be difficult to capture the mo…
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Holden Advisors is a team of experts in pricing and sales performance development.
We help our clients take control of their differential value and use it to transform their business.
