Video: Is Your Product Really a Commodity?

| Adele Mclean | , ,
Is your product a commodity? Is it really? Or, do your customers cry commodity during negotiations to get you to decrease your price? Watch the video below and listen as Adele McLean talks about how you can get out from under this tough negotiatio…
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Only your prospect knows…

| Alicia Shevetone | , , , ,
The Buyer-Seller Gap is getting its share of press these days. Even HBR is in on the fun, having tabulated seven daunting reasons why salespeople can’t close the deal. It gets worse: only about 55% of us make quota. I wonder if accountants are as …
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SaaS Pricing: Leverage 4 Key B2B Tenets to win

| Pete Morelli | , ,
When Holden Advisors started almost 2 decades ago, our practice was rooted in B2B pricing. Reed Holden, our founder, co-authored the book that became the industry’s standard academic and practical pricing reference.
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Take Value to the Next Level

| Reed Holden |
It was a tough conversation but in the end, it was simple and quite insightful. It started with a client pushing back on price. We responded that it was going to cost us a lot to get the job done. She came back saying it was a lot of money to supp…
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