A wealth of candid, practical insights

In this episode of If Prices Could Talk, Tracy Dent sits down with Scott Leick, SVP of Finance & Analytics at RhythmScience, and Patrick McCullough, Partner at Holden Advisors, to talk about pricing, analytics, negotiations, and new product launches. We discuss:

• How to use analytics to replace gut instinct in pricing decisions
• Lessons from the drug-eluting stent “race to the bottom” on price
• How to price new tech when the market is uncertain
• The impact of private equity ownership on purchasing power
• How to align commercial teams when sellers are under pressure to deliver

About Scott

Scott Leick is the SVP of Finance and Marketing at RhythmScience. He has almost 25 years of experience in pricing at companies from the Fortune 50 to Series A SaaS startups, including executive roles at Medtronic, C.H. Robinson, and Acutus Medical.

Learn more about RhythmScience: https://www.rhythm360.io

In this episode, we sit down with Kelly Nagel, former President & GM of Jabra North America, to talk about building influence, securing buy-in for large-scale transformations, and aligning sales and pricing strategies with value.

Kelly shares hard-won lessons from her 30-year tech career, including insights from her time at Ingram Micro and Jabra, and takeaways from leading transformation while working to win hearts, minds, and margins.

About Kelly
With over 30 years of experience as a purpose-driven technology leader, Kelly specializes in empowering professionals to unlock their full potential and achieve exceptional results. As the Founder and CEO of Explore Beyond Coaching, she's focused on mentoring women in tech, guiding them to break through barriers and thrive in leadership roles.

Welcome to the new age of demand creation - where authenticity, AI, and generational buying habits are rewriting the rules of pricing and selling. In this episode of If Prices Could Talk, Tracy Dent is joined by Jeet Mukherjee and Greg James to unpack why and how consumer demand is impacting enterprise buying behavior. We talk about:

• Why and how consumer demand is impacting enterprise buying behavior
• The fall of brand loyalty and rise of authenticity and influencer marketing
• What Gen Z’s buying habits mean for B2B models
• How go to market strategies are converging across B2B/B2C
• The impact of personalization, AI, and data signals on selling

About Greg

Granted with 14 patents, Greg James is a 30-year industry veteran who has led engineering teams at companies like Intel, Verizon, and Google. Throughout his career, he has led mechanical design teams, enabled customers to manufacture with Intel's advanced SMT and socketed chips, and developed and delivered thermal and mechanical solutions for mobile PCs.

In this episode of Leaders of B2B, Brian Doyle, President and CEO, shares strategies for increasing pricing power to drive revenue and profitability. Brian is an ex-Air Force pilot and recognized expert in leadership and communication. Brian explains how businesses can improve their revenue and profitability through value-based pricing strategy and go-to-market effectiveness.

Key Takeaways:

(01:36) Businesses often leave money on the table by underpricing their offerings.

(03:42) Pricing power depends on value, market position and sales execution.

(06:03) Customer insights reveal pricing opportunities.

(09:46) Use cascading questions to quantify value.

(15:23) Procurement uses standard tactics to lower prices.

(17:07) The “give-get” strategy ties price cuts to value reduction.

(21:23) Understanding procurement motivations preserves pricing integrity.

(22:52) Procurement’s asks are part of the game — expect them and stay strategic.

In this episode of If Prices Could Talk, Jeet Mukherjee and Pete Morelli join Tracy Dent to break down headlines surrounding Southwest Airlines new strategy, Poppi’s sale to Pepsi, and Sycamore Partners’ acquisition of Walgreens.

We analyze:

• Southwest Airlines’ revamp of their loyalty strategy, the surrounding controversy, and how the company can win back customers while strengthening their competitive position
• Pepsi’s acquisition of Poppi, its signal as a shift in beverage trends, and what it means for future growth
• Walgreens’ move to go private after 100 years, and how the sale to private equity firm Sycamore Partners raises questions about the industry and ongoing pharmacy disruption from companies like Goodrx and Cost Plus Drugs

In this episode of Mastering Modern Selling, the hosts welcome Brian Doyle, CEO of Holden Advisors, to discuss the critical role of pricing and negotiation in B2B sales.

With a background as an Air Force pilot and extensive experience in sales leadership, Brian provides a strategic framework for setting the right price, understanding value, and negotiating effectively.

Many salespeople struggle with articulating value and justifying price, often defaulting to discounting instead of defending their worth.

Brian breaks down how businesses can maximize profitability without losing customers, and how understanding pricing power is essential for long-term success.

Pricing power isn’t just about the numbers—it’s about execution. And when it comes to defending value and preventing unnecessary discounts, your pricing strategy is only as strong as your sales team’s ability to uphold it.

In this episode of Let’s Talk Pricing, PPS President Kevin Mitchell is joined by Lori Rybaski and Travis Umpleby of Holden Advisors to explore how companies can equip their sales teams with the right tools, structures, and confidence to maintain pricing integrity.

Tune in as they discuss:

• The biggest roadblocks to aligning pricing and sales teams
• Common causes of price leakage—and how to prevent it
• Strategies for designing pricing structures that support sales
• How sales training and negotiation skills impact pricing power

Plus, don’t miss Lori and Travis live at PPS profitABLE: Dallas on May 7 for their workshop, Equipping Sales Teams to Build Pricing Power. Register now at ⁠pricingsociety.com/ppsdallas25⁠.

How does a global distributor with 6,000 stores and 850,000 SKUs scale a pricing strategy that works across independent and corporate-owned locations? In this episode, we go behind the scenes with Josh Lowe, Senior Director of Price Setting & Analytics at Genuine Parts Company, to break down:

• How independent vs. company-owned stores affect pricing strategy
• Lessons from implementing Pricefx and partnering with systems integrator Experis
• The role of pricing maturity in B2B and how to move up the curve
• Aligning pricing with business goals without causing internal pushback

Join Jeet Mukherjee, Pete Morelli, and Tracy Dent from Holden Advisors as we unpack NAPA's process to implement pricing software and where they're heading next in their pricing maturity.

In this episode, Jeet Mukherjee and Pete Morelli join Tracy Dent to break down Ferrari’s differentiation, Nike’s comeback, and Honda & Nissan’s $60B deal collapse. We discuss:

• How Ferrari became the most valuable carmaker in Europe at a $90B valuation
• What the Honda-Nissan failed merger tells us about the auto market
• How Nike’s new partnership is a comparison to their Michael Jordan era - and where it might fall short

In this episode, host Tracy Dent is joined by Per Ohstrom, CMO and Partner at Chief Outsiders, and Pete Morelli, Partner at Holden Advisors, for a deep dive into private equity, pricing strategies, and industrial market trends.

We explore key challenges and opportunities for 2025, from the impact of tariffs on supply chains to the pitfalls of traditional cost-cutting strategies. We also discuss how private equity firms can unlock hidden value in their portfolio companies by focusing on pricing power, commercial excellence, and aligning stakeholders.

In this episode, Jeet Mukherjee and Tracy Dent break down the numbers behind Super Bowl advertising, how companies justify multimillion-dollar ad spends, and what these marketing decisions reveal about consumer behavior.

Greg James joins us on "If Prices Could Talk" to discuss the role of AI in B2B markets. We talk about the recent disruption with DeepSeek, explore real-world applications of AI with pricing processes, and unpack expectations for AI adoption in the coming months and years.

Granted with 14 patents, Greg is a 30-year industry veteran who has led engineering teams at companies like Intel, Verizon, and Google. Throughout his career, he has led mechanical design teams, enabled customers to manufacture with Intel's advanced SMT and socketed chips, and developed and delivered thermal and mechanical solutions for mobile PCs.

How do you know when it's time to update your price model? Aaron Fransen joins us on "If Prices Could Talk" to unpack the signs and symptoms of misalignment in price and value - and how to get your strategy and messaging back on track. (Hint: market research plays a big role.) In this episode, we discuss:

• Red flags that your pricing is stale - and what to do about it
• How to address undisciplined discounting
• Types of market research and how to choose a strategy
• Ways to rally the sales team when implementing new insights and changes in pricing

On this episode of "If Prices Could Talk,"  Melissa Vincent, CEO of Pipeline Entrepreneurial Fellowship, joins us to discuss the unique challenges and opportunities founders face in 2025. From navigating setbacks to defending value in competitive markets, we talk strategies, success stories, and a-ha moments that have transformed startup founders in the Pipeline community.

The Pipeline Fellowship Program has produced many of the Midwest region's top entrepreneurs, collectively generating over $2.7 billion in revenue, raising more than $850 million in capital, and contributing nearly $995 million in wages to the local economy.

Join us on "If Prices Could Talk," as we dive into Klarna's IPO and what it means for payment strategies, Boeing's production challenges and their ripple effects on supplier negotiation, Nordstrom’s $4 billion move to go private and its implications, and Nvidia's new $3000 supercomputer. 

We'll unpack lessons from these events and what they mean for B2B leaders navigating pricing, growth, and negotiation in 2025.

In this episode of "If Prices Could Talk," Tracy Dent speaks with Greg James and Jeet Mukherjee about Intel, a company that once defined the cutting edge of technology but now finds itself struggling to compete with industry giants like Nvidia and AMD.

We talk about the drivers behind Intel’s success in the golden age, why things started to fall off, and how others began to take market share and eventually lead the semiconductor industry.

We also discuss red flags for when a company is about to get leapfrogged in position, and where Intel might go from here.

Granted with 14 patents, Greg is a 30-year industry veteran who has led engineering teams at companies like Intel, Verizon, and Google. Throughout his career, he has led mechanical design teams, enabled customers to manufacture with Intel's advanced SMT and socketed chips, and developed and delivered thermal and mechanical solutions for mobile PCs.  

Roundtable discussion with Jeet Mukherjee, Pete Morelli, Adnan Akbari, and Tracy Dent. In this episode, we discuss the year’s pricing-related news and key takeaways for pricing and B2B markets in 2025.

Join us as we break down some of the bigger headlines of the year and implications for next year’s strategies. We discuss what drove executive exits, how IPOs reshaped markets, and some lessons every leader can take into 2025.

Catch Brian Doyle on the latest episode of The Mike Method. The episode covers topics in B2B pricing strategy, negotiation best practices, and leadership lessons gained from his time as a combat pilot.

Mike Desjardins, CEO of ViRTUS, hosts The Mike Method, where he takes you on a journey through conversations with some of the most inspiring leaders he's had the pleasure of meeting over the past 25 years.

In this episode, Jason Burley, Group Vice President at Grande Custom Ingredients Group, joins Brian Doyle, Patrick McCullough, and Tracy Dent from Holden Advisors to explore the art of value selling in B2B. The conversation covers strategies for navigating high-pressure negotiation dynamics, staying aligned both within your team and with your customers, and shifting the focus from price to delivering real, lasting value.

Grande Custom Ingredients Group is a global leader in innovative, clean-label whey protein ingredients used to deliver unrivaled functionality in numerous food applications. Their "upcycled" ingredients are made from the highest quality milk produced on dedicated dairy farms in the heart of the Midwest, and their expert food scientists and R&D teams help solve the toughest formulation challenges.

In this episode, Tracy Dent and Jeet Mukherjee speak with Lynn Guinn about his decades of experience as an executive at Cargill, the largest private company in the US. Topics include his approaches to pricing strategy, navigating global markets, and building pricing power through disciplined negotiations.

Cargill provides food, ingredients, agricultural solutions and industrial products to nourish the world in a safe, responsible and sustainable way. The company operates in 70 countries serving 125 markets.

Roundtable discussion with Jeet Mukherjee, Pete Morelli, Adnan Akbari, and Tracy Dent. In this episode, we discuss recent pricing-related headlines and key takeaways for pricing and B2B commercial impact.

Topics include Starbucks' new strategies amid declining sales, Kroger's adoption of digital price tags, potential uses of AI in retail stores, and Peloton's marketing adjustments targeting new demographics. Join us as we debrief how these consumer market trends can inform and transform B2B pricing and sales approaches.

In this episode, Nick Moscaritolo from Platte River Equity joins Jeet Mukherjee, Pete Morelli, and Tracy Dent from Holden Advisors. From price-setting challenges to tactics for achieving impactful price-getting, the episode covers firsthand experiences driving transformation in portfolio companies.

Topics include value creation and the strategic role of pricing within private equity, strategies that drive growth, and sales incentives for change.

Platte River Equity is a private equity firm focused on investments in established lower middle market operating companies with enterprise values of up to $300 million. The firm invests in target sectors where it has substantial operating and investing experience, including aerospace, industrials and chemicals.

Join us with Steve Pierson, VP Global Pricing at Zimmer Biomet, and Patrick McCullough and Tracy Dent from Holden Advisors for an episode on pricing and sales in medtech and medical devices. This episode covers approaches to price execution, the strategic shift to value-based selling, and navigating tough negotiations with procurement.

Zimmer Biomet is a global medical technology leader offering innovative implants and digital technologies across all stages of the patient journey.

Steve Schulz, EVP of Product Management at Informative Research, joins Brian Doyle, Pete Morelli, and Tracy Dent from the Holden Advisors team on this week’s roundtable. This episode covers stories from high-stakes negotiations with Fortune 100 companies, pricing for tech-driven solutions, and strategies for growth through co-innovating with clients.

Informative Research is a leading technology platform that delivers data-driven solutions to the lending community. The solutions provider currently serves over 3,000 mortgage companies, banks and lenders throughout the United States. The company is recognized for streamlining the loan process with their straightforward service model, progressive solutions and cutting edge technology.

In this episode, we sit down with with Brian Mackerer, VP of North America at Craft as he shares about his experiences building and growing go-to-market teams. We talk about the importance of aligning pricing strategies with customer value, the benefits of a relationship-driven sales approach, and the challenges of managing margins in B2B SaaS models.

Craft is an intelligent supply chain resilience platform that enables organizations to make smarter supplier decisions, protect against disruptions; and optimize supply chain strategies.

CEO Brian Doyle visits with Greg Alexander and the Collective54 podcast.

Join this session to gain a deep understanding of how to set, adjust, and optimize your pricing to enhance profitability, attract and retain clients, and stay competitive in the marketplace. We will explore cost-based, value-based, and competition-based pricing, helping you determine which approach aligns best with your firm’s goals and market position. You will learn how to analyze your costs and market conditions to set prices that reflect the value of your services while ensuring profitability. The session will also cover techniques for communicating your pricing effectively to clients, handling pricing objections, and implementing dynamic pricing strategies to respond to market changes.

Debriefing private equity’s partial ownership of NFL teams, the strategy behind Nike’s Q2 results and brand unraveling, Walmart’s new era of digital shelves, and the future of the paper towels vertical after decades of toilet paper shrinkflation.

If Prices Could Talk roundtable discussion with Jeet Mukherjee, Pete Morelli, Adnan Akbari, and Tracy Dent.

In this episode, we discuss Netflix's expansion plans, the merger between Six Flags and Cedar Fair, and the acquisition of Neiman Marcus by Saks. We also unpack the role of generative AI in future supplier negotiations and recent pilots with MIT, Walmart, and Amazon.

If Prices Could Talk roundtable discussion with Jeet Mukherjee, Pete Morelli, Adnan Akbari, and Tracy Dent.

Roundtable discussion with Jeet Mukherjee, Pete Morelli, Adnan Akbari, and Tracy Dent. In this episode, we discuss recent pricing-related headlines and key takeaways for pricing and B2B commercial impact.

Topics include promotional strategies for longstanding companies, pricing for new tech product launches, geofencing best practices, and how software hacks can impact company value drivers.

How can sellers differentiate between true price buyers and those who are just bluffing? Brian Doyle shares learnings from his leadership and sales journey, how teams can protect their pricing power, and ways to prevent sellers from getting chewed up by procurement in this episode of the Business Legacy podcast.

Brian visits with The Selling Show podcast, hosted by David Newman.

Under Brian’s leadership, his clients and business units have earned an extra $2B in new business, doubled their market share, and reduced commercial expenses by 20%. Brian’s leadership experience began as a US Air Force pilot where he commanded 31 combat missions in Kosovo and transported the Presidential motorcade around the world. As a keynote speaker and Rutgers Business School professor, Brian is also a recognized expert in helping organizations lead and communicate with the five different generations in today’s workforce.

Sellers are often faced with tough buyers who try to bully them into lower prices by claiming the product is a commodity. In this video, we discuss the tactics used to trick sellers into undercutting value, ways to identify a buyer who is playing poker, and how to differentiate in a commodity market to defend prices in your next negotiation.

If Prices Could Talk roundtable discussion with Travis Umpleby, Pete Morelli, Jeet Mukherjee, and Tracy Dent from Holden Advisors.

Barrett Thompson, VP of Customer and Industry Relations at Zilliant joins Jeet Mukherjee and Tracy Dent from Holden Advisors on this week's podcast to discuss CPQ (Configure, Price, Quote) shortcomings and ways to keep pricing strategies fresh. We also discuss ways to slash quoting cycle times and drive win rates by identifying and eliminating inefficiencies in the buying cycle.

If Prices Could Talk roundtable discussion with Jeet Mukherjee, Pete Morelli, Adnan Akbari, and Tracy Dent. The team discusses implications of Amazon’s competitive intel project as a secret operation, Microsoft un-bundling Teams from Office, and some highlights of the EV market in the last several weeks.

Scott Sargis, Managing Director at IEC Partners, joins Jeet Mukherjee and Tracy Dent from Holden Advisors for a discussion about how to build pricing power when entering new markets. Topics include building trust and credibility, ensuring product differentiation, and ways to build an ecosystem to drive initial growth.

In this roundtable we’re joined by Pete Eppele, Chief Product Officer at Rollick and Rich Flati, Senior Customer Program Manager at Pricefx, with Jeet Mukherjee and Tracy Dent from Holden Advisors. Our discussion covers the evolution of pricing over the years, ways to keep it simple, and how to partner with sales to impact enterprise growth and pricing power.

Tracy Dent interview with Pete Morelli, Vice President of Sales Strategy at Holden Advisors. We discuss thawing private equity markets and recent project learnings from portcos looking to scale quickly.

Adnan Akbari and Lori Rybaski speak on the PPS podcast about their upcoming workshop at the spring conference in Chicago.

Markets, competitors, and customers are always changing – and last year’s pricing may be stale based on today’s circumstances. Pricers must have the skills to keep up with the dynamic nature of value drivers in order to help drive pricing power for their organization. In this podcast, we’ll do a deep dive on how to monitor dynamic value drivers and their impact on keeping your pricing strategy fresh.

The team talks about Apple's decision to abandon its self-driving car project, the price war sparked by Tesla's price cuts and Ford's response with a lower-priced Mustang Mach-E, and opinions on the general backlash against shrinkflation amongst growing food and retail companies.

If Prices Could Talk roundtable discussion on current business events with Jeet Mukherjee, Pete Morelli, Adnan Akbari, and Tracy Dent.

In this episode, Brian Doyle, CEO of Holden Advisors, shares insights on leadership, stress management, and leveraging technology in business. Learn how to navigate generational differences and pricing Strategy, prioritize team well-being, and stay authentic while scaling your company. Tune in for practical advice on leadership and business growth.

A conversation with Rich Hanna, Professor of Practice at Babson College, with Jeet Mukherjee and Tracy Dent from Holden Advisors.

In this episode of If Prices Could Talk, we discuss the future of the buyer’s decision cycle as AI evolves and companies are learning to shorten the sales process with technology once again. How might the future look for consumer decision-making?

The team discusses the pricing and overall positioning for Apple’s Vision Pro, their competition with Meta, and new product pricing for big tech. We also discuss Boeing's public negotiations with the Air Force, strategy and roadblocks for each side, and what their approaches are telling us about the future.

If Prices Could Talk roundtable discussion with Jeet Mukherjee, Pete Morelli, Adnan Akbari, and Tracy Dent.

Roundtable discussion with Jeet Mukherjee, Pete Morelli, Adnan Akbari, and Tracy Dent. Agenda topics include: Starbucks' mobile app payment system, Spirit Airlines' options at getting profitable, and Carrefour’s showdown with Pepsi over who dumped who.

Tracy Dent interviews Debi Prickette, Director of Decision Support and Sales Analytics at Emerson, and Pete Morelli, Vice President at Holden Advisors.

Topics include the approach, process, and results of a recent initiative with Emerson to transition to a software-first business model.

Chapters

0:10 Introductions

0:57 Impetus for the Emerson project

3:43 Why companies transition to a software model

15:08 Understanding product value from the customer’s perspective

22:31 Building momentum with early project wins

29:03 Creating buy-in with the sales force

31:44 Designing a continuous feedback loop

33:49 Results to date and KPIs

Tracy Dent talks with Jeet Mukherjee, Pete Morelli, and Adnan Akbari about a potential soft landing in 2024 and slowing inflation’s impact on B2B pricing and sales teams.

REFERENCES

WSJ: Pro Take: Deflation Talk in the Air as CPI Heads Toward Fed Target

 The New Yorker: The Lessons of Pandemic Inflation

Market Watch: Inflation is slowing, but consumers aren’t buying it. Are they just stuck in the past?

WSJ: Goods deflation is back. It Could Speed Inflation’s Return to 2%

On this episode of Growing Lean, CEO Brian Doyle shares about his career journey starting as an Air Force pilot, how AI tools are being used in negotiation training, and some of our team's leading and lagging indicators of client success.

Roundtable discussion about recent business headlines with Jeet Mukherjee, Pete Morelli, Adnan Akbari and Tracy Dent.

AGENDA

00:28 CNBC: McDonald’s and Crocs are releasing a line of $75 shoes inspired by Grimace and the Hamburglar

06:50 WSJ: Co-Working Isn’t Dead, but It Will Be Less Corporate

13:30 CNBC: The hot word for CEOs on earnings calls is ‘choiceful’

18:00 Forbes: Amazon Enters Car Business: Customers Can Order Hyundais Online Starting Next Year

Roundtable discussion about transitioning to software models with with Jeet Mukherjee, Pete Morelli, Adnan Akbari and Tracy Dent.

AGENDA

00:18 WSJ: Whatever the UAW Strike Outcome, Elon Musk Has Already Won

07:54 Differentiation and how to approach a softwaritization project

09:56 Client example in industrial automation

12:12 The role of incremental benefits in SaaSification

14:53 Understanding the DNA of a company

17:31 Impact on sales: transitioning from TCV to ARR models

Tracy Dent sits down with Jeet Mukherjee, Pete Morelli, and Adnan Akbari to review pricing-related news from the last several weeks and takeaways for today’s pricing and sales teams. Article reference links below.

AGENDA

Wall Street Journal: Who is to blame for all those hidden fees?

Marketing Week: Heineken adds ‘good times’ as a brand performance metric

Financial Times: Heineken at the frontier of human cognition

Slate: Steve Huffman wants to be god of the mods

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