Blog

Move beyond the rabbit: sales strategy to be a game changer In Negotiating with Backbone, a Rabbit is the vendor or salesperson that often gets asked, at the last minute, to bid on a deal or respond to an RFP. You are a Rabbit when you: Have no relationship with the decision-maker Are surprised when you receive the RFP request… Read More

Holden Advisors - Trusted partner to global organizations

Managing price leakage – Which customers are not pulling their weight?

Posted 08 Sep, 2017 | Posted in: News
Reed HoldenWritten by Reed Holden

Over the years, we’ve done some pretty sophisticated analysis – customer profitability, segments, buying intent, and what it’s like to work with them. But being in my KISS mode today, I’d like to share a story from some work we did in the transportation industry We were interviewing a freight terminal manager, and he was discussing the different types of freight they… Read More

Sales Transformation Experts

Commentary from WSJ Aug 17, 2017 “How Oracle Engineered Its Sales Staff for the Cloud” As sales transformation experts, we often advise our clients to be wary of “the strategic accounts that you cannot afford to lose.” Typically, customer-facing teams are bending over backwards to service these big “strategic” accounts to the detriment of smaller customers who provide better margins… Read More

Last Mile Imperative

The ‘last mile’ is a colloquial phrase widely used in the telecommunications to refer to the portion of the network chain that physically reaches the end-user’s premises. This connectivity is critical; it is the link to their paying customers and allows them to receive revenue for their entire network. Without the connection there are no customers, no revenue. At Holden… Read More

Pricing Priorities

Pricing Priorities: What is Really Worth Your Time?

Posted 23 Aug, 2017 | Posted in: Newsletter, Pricing | Tagged: , ,
Ellen QuackenbushWritten by Ellen Quackenbush

Ask any salesperson what their most valuable asset is, and they will answer instantly—my time. Great sales people are really stingy about this scarce asset, always asking “Is this the best use of my time?” before they engage with a prospect, set up a sales call, or respond to an RFP. In sales terms, they qualify the opportunity before they… Read More

Lately, we’ve had a lot of conversations with businesses that are ramping up “strategic pricing“. They’ve adopted more systematic approaches to pricing and have taken responsibility for setting prices away from salespeople. This transitions price away from the team worried about closing a sale to specialized pricing people who are worried about generating profits that meet company goals. That’s terrific…. Read More