Sales Teams Thrive with Right Tools

Does your sales team spend more time negotiating with you than with the customer? Do they struggle to achieve pricing targets? How well-equipped are they to accomplish the objectives they are given? As an avid DIY’er, I enjoy tackling various home renovation projects. I recently took on a larger project, so I enlisted the help of a friend who works… Read More

Netflix Increases Prices

Last week, Netflix announced a $1-$2 monthly price increase for its standard and premium plans. Investors applauded the move, with shares lifting 5.4%[1] on October 6th, adding over $4B to Netflix’ market cap. How many other executives are now evaluating their pricing decisions in search of incremental revenue? Should you? Economists might answer that question by examining the price elasticity… Read More

Moving Beyond Big Data

Posted 20 Sep, 2017 | Posted in: Newsletter | Tagged: , , , ,
Reed HoldenWritten by Reed Holden

The purpose of “big data” is to give managers a clearer vision of something so they can make decisions about products, pricing and distribution. In pricing, it is generally around how customers buy.  It uses statistical techniques to group customers into definable segments and helps you figure out how to sell to those segments. There is nothing new about “big… Read More

Drive Your Value Message with White Space

Posted 28 Jun, 2017 | Posted in: Newsletter | Tagged: ,
Travis UmplebyWritten by Travis Umpleby

You are sitting across the table from an important influencer within your customer’s buying center. You scheduled this meeting to outline how your new product helps the customer’s teams improve performance. You present one customer value prop after another, so many in fact, there’s no way you can lose. Except for one thing. The value proposition that the influencer cares… Read More

Holden Advisors - Trusted partner to global organizations

How Well Does Your Sales Team Harvest Value? As the understanding and communication of value matures in a sales organization, the payoff to a company’s profit increases.  This truth is widely accepted, like that fire is hot or rain is wet.  If the fact that value creation and harvesting has profit implications is no surprise to anyone, why do so… Read More