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