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 …
Professional Pricing Society 2022 Spring Conference Recap
Last week, I attended the PPS Spring Conference in Chicago with some of our team—and a few hundred members of the pricing community. It’s been years since an in-person conference for this…
What To Do If Your Company is Asked to Participate in a Reverse Auction: The Sequel
A reverse auction may land you a new client, but be careful not to spend time and resources chasing unobtainable and unprofitable business.
In my last article, I explained why an incumbent might…
What To Do If Your Company Is Asked To Participate In A Reverse Auction
A reverse auction may land you a new client, but if you are the incumbent, it may be better to say no. Here’s why.
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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.
