A wealth of candid, practical insights

Price increases are rampant lately, and often expected given the rise in costs for most industries. But what happens when costs go back down? In this roundtable, we discuss how to protect customer trust and future partnerships - not to mention overall profitability. Other topics include price setting, internal and external negotiations, and best practices for motivating and training the sales force.

A sales kickoff is an integral event that sets the stage for a successful sales cycle. Erica Summers shares about key elements for an event that will rally sales teams, align strategies, and inspire everyone to reach new heights.

Adnan Akbari, Senior Director of Pricing, walks through a standard pricing engagement and examples of large scale price changes.

Tracy Dent interviews Vice President Pete Morelli about ways for sales teams to innovate while they continue to navigate looming recession concerns.

Tracy Dent interviews Pete Morelli about his experience in large scale negotiations. Pete explains a recent client project of a $20M+ deal and the team’s approach to large scale account growth and negotiating with procurement.

Jeet Mukherjee, Pete Morelli, Adnan Akbari, and Tracy Dent discussing Holden Advisors' approach to "cost to serve" - and ways to address costs to impact profitability.

Tracy Dent interviews Holden Advisors President Brian Doyle about his learnings from the Air Force and how they apply to leading in high-stress environments and through market volatility.

You can protect your business against demand changes, a recession, and even inflation, but that would mean having a dynamic pricing strategy. Jeet Mukherjee visits with Nathalie Noisette from Mental Money to wrap up their November pricing series with robust tools and ideas to set us on the right path. Listen to this episode if you are interested in learning more about protecting your margins and finding tools you can use to grow in any economic condition.

The B2B buying process is constantly changing - including tactics used against sellers to secure lower prices. Teams who can read the "tells" of the buyer will have more success holding the line when it comes down to getting paid for the value they provide. In this interview, Tracy Dent speaks with Adele McLean about how to level the playing field and engage in some poker playing of your own.

Holden Advisors VP and Head of Pricing Jeet Mukherjee sits down with PPS President Kevin Mitchell about his new book "Pricing With Confidence: Ten Rules for Increasing Profits & Staying Ahead of Inflation," published October 18.

Jeet Mukherjee, Pete Morelli, Adnan Akbari, and Tracy Dent discussing trends in micro transactions and the implications for B2B pricing.

Negotiating is not just cutting the price and giving up all your profits. It is an exchange of value within a conversation with the people involved, and the process they follow.  Is this a strategy or a game prospect’s play with salespeople?

Learn how to play the game and win, with guest Dr. Reed Holden: Author of Negotiating with Backbone on episode 521 of the Winning at Selling Podcast. The podcast is hosted by Bill Hellkamp and Scott “Professor Plum," and dedicated to the overall success in the sales channel.

Jeet Mukherjee and Tracy Dent discuss Jeet's insights from executive interviews about the future of pricing. Topics include price increases, inflation, client relationships, cap ex to op ex transformation, and other ways to increase profitability.

Volatility is the new normal state-of-play in B2B. To unpack the best pricing response to protracted economic volatility, we spoke to the man writing the book on it: Holden Advisors Vice President of Pricing Jeet Mukherjee. Jeet has over two decades worth of global experience in management consulting, strategy, analytics, marketing and pricing. He goes back a long way with host Barrett Thompson, from his time using Zilliant pricing solutions as a practitioner. In this episode, Jeet and Barrett emphasize the importance of making faster decisions and not being afraid to fail in the short term to capture long-term stability. Jeet also shares insights from interviews he conducted with pricing leaders and C-suite executives for his upcoming book.

This episode features Brian Doyle, the President of Holden Advisors. Past results include $1B in increased profits and a 200% market share increase in most profitable customer segments, routinely improving clients’ profits by 3-10% in the first year. If you feel like you’ve been beat up way too many times by the #Procurement buzzer, you’re going to want to reach out to Brian Doyle by visiting his LinkedIn at linkedin.com/in/brianadoyle/.

The Special Credibility Episodes of Thought Leader Life is designed to showcase your credibility. This 6-8 minute interview with Mitchell Levy covers your CPoP (Customer's Point of Pain), what you do to solve that, what gives you the credibility to help your clients solve their pain, and how you share your credibility with others.

How C-Suite Executives Perceive Value, Interview with Brian Doyle

Executive Support for Pricing Transformations, Interview with Adele McLean, Holden Advisors

Interview with Alison Yama, Holden Advisors

Listen to Reed Holden in a Podcast Series talk about his latest book

Listen to Reed Holden in a Podcast Series highlighting the 10 Rules in Pricing with Confidence