Pricing and Backbone Negotiating Experts

Holden Advisors is a team of pacesetters. We specialize in coaching clients to develop price to value capabilities and high impact sales negotiation skills for optimal results.   Our subject matter experts foster an outside-in view of the customer while providing a lens to diagnose and solve client’s evolving issues.  Our collaborative approach builds client capability which achieves improvement in ROS, higher average margins and improved, cross functional alignment.

Contact Holden Advisors

Do you have a question or comment on pricing strategy, sales negotiation, or customer value?
Contact Us form | call 978.405.0021

Negotiating with Backbone, Second Edition

holden-backbone-book2.jpgRead the press release here.

Holden Advisors is pleased to announce the release of the second edition of Negotiating with Backbone. This new publication offers an unsurpassed guide for every B2B salesperson facing the Procurement Buzz-sawTM. Negotiating with Backbone coaches salespeople to recognize the hidden motives used by procurement professionals, put value at the center of negotiations and avoid giving into discounts that erode profitability; the downfall of many pricing initiatives. This 2nd edition offers extensive new content on establishing and defending your value, developing crucial Give-Gets, and how to use Brinkmanship during the negotiation process to win at the right price.  

Click here to order from

Pricing and Sales Newsletter 

What does Prince have to do with Pricing?  What's the latest in sales negotiation tactics?  Don’t miss Holden Advisors monthly newsletter filled with commentary on current business or pricing strategy, negotiating tips, and helpful information on upcoming Holden events.  Subscribe to Holden Advisors Newsletter.


Guest Blog


"Negotiating with Clients You Can't Afford to Lose"

By Dr. Reed Holden 


SAMA logo.jpg

"Passing the Price Gauntlet" 

By Dr. Reed Holden

Holden Blog

Manage Sales with Backbone

By Reed Holden

Read these 5 steps Executives can take to pump up the confidence in their sales teams to defend value and price.