Upcoming Events

Find us out in the wild! Holden Advisors regularly attends, sponsors and speaks at events that bring together the most influential firms, methodologies, thought leaders and subject matter experts across the entire pricing strategy, value culture and sales performance community.

Check here for new additions of what’s coming up as our calendar of events is updated regularly. Or sign up for our blog to stay connected to the latest Holden Advisors news as well as receive weekly installments filled with timely insights into improving sales and pricing strategies for commercial teams.

Webinar: Win More Negotiations at Your Price

June 3, 2020

Sellers often find themselves in a zero-sum game when negotiating with procurement or professional buyers. The goal of the buyer is to capture as much economic profit as they can by lowering the price. The job of the seller - hold the line and defend price. But how does the seller know when to hold firm or walkaway?

Join Mike Cannestra and Patrick McCullough as they discuss the single biggest predictor of success in sales negotiations - understanding your negotiating position.

In the field, Negotiating with Backbone is proven to help sellers win more deals with higher margins. What better way to illustrate the importance of negotiating position than with actual case studies. Join the team as they illustrate different situations when it pays off to stand your ground and others when it is better to walk away. Be prepared for an interactive experience as they test your knowledge along the way.

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Guest Blogs

Our influential content is out on the frontlines.  Holden Advisors is regularly featured as guest bloggers and writers across many platforms.  Learn where we are posting and who we are talking with below.

Holden Advisors - Trusted partner to global organizations

The Game Buyers Play with Vendors

By Dr. Reed Holden

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Holden Advisors - Trusted partner to global organizations

Negotiating with Clients You Can't Afford to Lose

By Dr. Reed Holden

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Holden Advisors - Trusted partner to global organizations

Defeating the "No-Decision" Trap: The Power of Divergent Thinking

By Ellen Quackenbush

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Holden Advisors - Trusted partner to global organizations

The Coaching Equation: The Dilemma of Coaching Salespeople with a Dotted-Line Relationship

Coaching can be a challenging task for anyone, but it is especially difficult when the person being coached is not a direct report. Why? Brutally speaking, the person being coached does not have to listen.

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Holden Advisors - Trusted partner to global organizations

Ignite Your Value System for Breakthrough Results in 2017

Holden Advisors is excited to announce that Tannis Ashworth is a new featured blogger on TrainingIndustry.com. Look for her new blogs there each month, discussing important pricing and sales issues.

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Holden Advisors - Trusted partner to global organizations

Desperation Pricing is Destructive - Focus on Value, Not Discounts

Holden Advisors is excited to announce that Tannis Ashworth is a new featured blogger on TrainingIndustry.com. Look for her new blogs there each month, discussing important pricing and sales issues.

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Holden Advisors - Trusted partner to global organizations

Strengthen the Backbone of Your Sales Performance

By Tannis Ashworth. Part 1 of 3 in a series.

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Holden Advisors - Trusted partner to global organizations

Improve Sales Performance by Identifying Poker Players

by Tannis Ashworth. Part 2 of 3 in a series. Also watch Reed Holden's commentary on how to negotiate price with Poker Players

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Holden Advisors - Trusted partner to global organizations

Coaching for a Better Negotiating Outome

by Tannis Ashworth. Part 3 or 3 in a series. Also watch Chris Mitchell's 5 Tips for Better Coaching.

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Webinars

Holden Advisors webinars feature industry thought leaders presenting insight, concepts and guidance.  Presented with a practical and current approach, these sessions provide strategic information about pricing, negotiation and business transformation.

Webinar: Know Your Buyer, Reading the Tells at the Table

Hosted by Patrick McCullough and Mike Cannestra, Holden Advisors
Listen Now

Webinar: Top 10 Procurement Tactics Stealing Your Profits

Hosted by Patrick McCullough and Mike Cannestra, Holden Advisors
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Profit Decoded: What is true profitability?

Co-hosted by Adele McLean, Holden Advisors & Bill Bridgers, Align-Alytics & Pedro Ferro, Luzio Strategy
Listen Now

Beyond the Spreadsheet: Identify and Drive Profit Uplift

Co-hosted by Adele McLean, Holden Advisors & Bill Bridgers, Align-Alytics
Listen Now

The One-Two Punch of Price Analytics and Customer Value

Co-hosted by Reed Holden, Alison Yama, PPS
Listen Now

Podcasts and Interviews

Listen to interviews and discussions with industry leaders and subject matter experts.  Holden Advisors podcasts offer listeners immediately actionable insights into pricing strategy, negotiating best practices and cross-functional cooperation.

Impact Pricing Podcasts

How C-Suite Executives Perceive Value, Interview with Brian Doyle

Professional Pricing Society Podcasts

Executive Support for Pricing Transitions, Interview with Adele McLean, Holden Advisors

Professional Pricing Society Podcasts | Get Your Price and Win Against Low-Price Competitors

Interview with Alison Yama, Holden Advisors

Negotiating with Backbone

Listen to Reed Holden in a Podcast Series talk about his latest book

10 Rules in Pricing with Confidence

Listen to Reed Holden in a Podcast Series highlighting the 10 Rules in Pricing with Confidence