Shows / If Prices Could Talk
If Prices Could Talk
Welcome to If Prices Could Talk, the podcast where we explore the strategies and tactics that drive effective pricing, sales, and negotiations in B2B. Join us for candid conversations with thought leaders and industry experts as we dive into what’s working, what’s changing, and how to build and sustain pricing power in today’s markets. We’ll explore tactical approaches to value-based pricing, improving sales effectiveness, and best practices for negotiating with backbone.
Episodes
- If Prices Could Talk
Capturing hidden multiples: building a more valuable business with Nick Anderson
What makes a business more valuable, and what happens when some of your most productive team members aren't human? In this episode of If Prices Could Talk…
- If Prices Could Talk
Better data, better pricing: building the foundation for AI with Donna Burbank
Better pricing starts with better data—but that doesn't mean your data has to be perfect. In this episode of If Prices Could Talk, Holden Advisors' Richard…
- If Prices Could Talk
Pricing Through Uncertainty: Value, Volatility & AI with Cargill’s Bhadra Menon
What does great pricing look like when weather, tariffs, geopolitics, commodity markets, and supply chains can change the equation overnight? In this episode…
- If Prices Could Talk
Why revenue growth breaks down (and how great companies fix it) with Dan Bernoske
Private equity firms don't invest in companies hopingthey'll grow. They invest expecting them to grow. So why do so many portfolio companies struggle to…
- If Prices Could Talk
Authority creates pricing power: how AI is changing trust, pricing, and negotiation with Adam Witty
In a world where AI can generate endless content, what actually creates authority? In this episode of If Prices Could Talk, Brian Doyle and Emily McCauley sit…
- If Prices Could Talk
From Pricing Strategy to Profit: What Actually Works with Kevin Mitchell
Most companies don’t have a pricing strategy problem. They have a value capture problem. In this episode of If Prices Could Talk, Holden Advisors sits down…
- If Prices Could Talk
The Executive Lens on Pricing, Value, and Growth with Charlton Evans
Pricing problems rarely start with pricing. They start with leadership. In this episode of If Prices Could Talk, Holden Advisors sits down with founder and CEO…
- If Prices Could Talk
The shift from selling to strategic partner with John La Vecchia
In today’s world, procurement teams are more sophisticatedthan ever—and most sales teams are still playing by outdated rules. In this episode of If Prices…
- If Prices Could Talk
The companies powering smart manufacturing with Adrienne Meyer
Modern factories rely on a complex network of automation systems, software platforms, and industrial equipment. But behind the scenes, there is a group of…
- If Prices Could Talk
Pricing power in automotive: Lessons from Kelley Blue Book with Randy Kobat
Pricing power rarely disappears overnight. More often, it erodes slowly as markets become more transparent, buyers gain more information, and sellers struggle…
- If Prices Could Talk
The most common mistakes in pricing for B2B services
In this episode of If Prices Could Talk, Tracy Dent sits down with Jeet Mukherjee (Chief Strategy Officer) to unpack why pricing services feels more emotional…
- If Prices Could Talk
Why price changes fail
Without strong execution from client facing teams, even the best price model will underperform. In this episode of If Prices Could Talk, Tracy Dent sits down…
- If Prices Could Talk
Value selling in the age of AI with MG Gurbaxani, CEO of Cuvama
In this episode, Cuvama CEO MG Gurbaxani joins Jeet Mukherjee and Tracy Dent to break down myths in value based selling and what it takes to succeed when AI is…
- If Prices Could Talk
How to break out of the cost-plus pricing trap
Many B2B companies still rely on cost-plus pricing. For good reason! It’s clear, it’s simple to explain and defend, and it’s predictable. But when buyers use…
- If Prices Could Talk
AI price wars and the new rules of SaaS differentiation
In this episode, we unpack the impact of AI on SaaS pricing, differentiation, and value - and a rundown of pricing related pops and flops. From Notion’s…
- If Prices Could Talk
Leading sales teams to protect value in high stakes negotiations
How do you build a sales team that doesn’t crumble under pressure? 30-year sales veteran Vanessa Giuliani joins Holden Advisors CEO Brian Doyle and host Tracy…
- If Prices Could Talk
What autonomous cars are teaching us about pricing power
In this episode of If Prices Could Talk, Tracy Dent is joined by Greg James and Jeet Mukherjee to break down the economic, strategic, and emotional factors…
- If Prices Could Talk
Pricing power lessons from Klarna, Foot Locker, and Airbnb
Join us to unpack the biggest pricing and strategy headlines from the last few weeks. From Klarna’s AI stumble and rising credit defaults to Airbnb’s push to…
- If Prices Could Talk
The CEO's pricing dilemma with Chris Anderson
In this episode, Chris Anderson joins Tracy Dent and Jeet Mukherjee to break down what it takes to lead a pricing transformation inside a PE-backed company…
- If Prices Could Talk
B2B lessons from OpenAI, tariffs, and the $20k EV truck
In this episode, we explore what happens when pricing meets volatility — from SaaS boardrooms to EV factories and grocery aisles. Join host Tracy Dent…
- If Prices Could Talk
Pricing with confidence in a fear-driven market with Scott Leick, RhythmScience
In this episode, Tracy sits down with Scott Leick, SVP of Finance & Analytics at RhythmScience, and Patrick McCullough, Partner at Holden Advisors, to discuss…
- If Prices Could Talk
Negotiating with backbone and AI with Josh Read, IDVerse
In this episode of If Prices Could Talk, Josh Read, COO of IDverse, and Brian Doyle, CEO of Holden Advisors, join Tracy Dent to unpack the realities of…
- If Prices Could Talk
Surviving tariffs and market volatility
In this episode, Jeet Mukherjee and Tracy Dent unpack how businesses can navigate today’s chaotic economy — from inflation and tariffs to supply chain risks…
- If Prices Could Talk
Leading through change with Kelly Nagel
In this episode, we sit down with Kelly Nagel, former President & GM of Jabra North America, to talk about building influence, securing buy-in for large-scale…
- If Prices Could Talk
How usage-based pricing is reshaping revenue models with Adam Howatson, LogiSense
In this episode, Adam Howatson, CEO of LogiSense and author of The Usage Economy, joins Pete Morelli and Tracy Dent to explore how usage-based pricing is…
- If Prices Could Talk
The future of enterprise buying: B2B meets B2C
Welcome to the new age of demand creation - where authenticity, AI, and generational buying habits are rewriting the rules of pricing and selling. In this…
- If Prices Could Talk
Southwest's loyalty shift, Pepsi buys Poppi, and Walgreens' move to private equity
In this episode, Jeet Mukherjee and Pete Morelli join Tracy Dent to break down headlines surrounding Southwest Airlines new strategy, Poppi’s sale to Pepsi…
- If Prices Could Talk
Navigating pricing complexity with Josh Lowe, NAPA Auto Parts
How does a global distributor with 6,000 stores and 850,000 SKUs scale a pricing strategy that works across independent and corporate-owned locations? In this…
- If Prices Could Talk
How Ferrari became Europe’s most valuable car brand
In this episode, Jeet Mukherjee and Pete Morelli join Tracy Dent to break down Ferrari’s differentiation and quality of revenue strategy, Honda & Nissan’s $60B…
- If Prices Could Talk
How to drive industrial growth and value with Per Ohstrom, Chief Outsiders
In this episode, host Tracy Dent is joined by Per Ohstrom, CMO and Partner at Chief Outsiders, and Pete Morelli, Partner at Holden Advisors, for a deep dive…
- If Prices Could Talk
The economics of Super Bowl commercials
In this episode, Jeet Mukherjee and Tracy Dent break down the numbers behind Super Bowl advertising, how companies justify multimillion-dollar ad spends, and…
- If Prices Could Talk
DeepSeek, OpenAI, and what’s next in the AI race
Greg James joins us to discuss the role of AI in B2B markets. We talk about the recent disruption with DeepSeek, explore real-world applications of AI with…
- If Prices Could Talk
How to keep your pricing fresh
How do you know when it's time to update your price model? Aaron Fransen joins us to unpack the signs and symptoms of misalignment in price and value - and how…
- If Prices Could Talk
Scaling startups with Melissa Vincent, Pipeline Entrepreneurial Fellowship
In this episode, we sit down with Melissa Vincent, CEO of Pipeline Entrepreneurial Fellowship, to discuss the unique challenges and opportunities founders face…
- If Prices Could Talk
B2B lessons from Nvidia, Klarna, Boeing, and Nordstrom
Join us for a roundtable discussion with with Jeet Mukherjee, Pete Morelli, Adnan Akbari, and Tracy Dent. In this episode, we discuss recent pricing-related…
- If Prices Could Talk
What happened to Intel?
In this episode, Tracy Dent speaks with Greg James and Jeet Mukherjee about Intel, a company that once defined the cutting edge of technology but now finds…
- If Prices Could Talk
CEO shakeups, IPO highlights, and industry shifts entering 2025
Roundtable discussion with Jeet Mukherjee, Pete Morelli, Adnan Akbari, and Tracy Dent. In this episode, we discuss the year’s pricing-related news and key…
- If Prices Could Talk
Sales leadership with Jason Burley, Grande Custom Ingredients Group
In this episode, Jason Burley, Group Vice President at Grande Custom Ingredients Group, joins Brian Doyle, Patrick McCullough, and Tracy Dent from Holden…
- If Prices Could Talk
Commercial excellence with Lynn Guinn, Cargill
In this episode, Tracy Dent and Jeet Mukherjee speak with Lynn Guinn about his decades of experience as an executive at Cargill, the largest private company in…
- If Prices Could Talk
Peloton’s comeback, Starbucks’ turnaround, AI trends in retail
Roundtable discussion with Jeet Mukherjee, Pete Morelli, Adnan Akbari, and Tracy Dent. In this episode, we discuss recent pricing-related headlines and key…
- If Prices Could Talk
Driving value creation with Nick Moscaritolo, Platte River Equity
In this episode, Nick Moscaritolo from Platte River Equity joins Jeet Mukherjee, Pete Morelli, and Tracy Dent from Holden Advisors. From price-setting…
- If Prices Could Talk
Pricing and sales in medtech with Steve Pierson, Zimmer Biomet
Join us with Steve Pierson, VP Global Pricing at Zimmer Biomet, and Patrick McCullough and Tracy Dent from Holden Advisors for an episode on pricing and sales…
- If Prices Could Talk
High-stakes negotiations with Steve Schulz, Informative Research
Steve Schulz, EVP of Product Management at Informative Research, joins Brian Doyle, Pete Morelli, and Tracy Dent from the Holden Advisors team on this week’s…
- If Prices Could Talk
Scaling B2B sales teams with Brian Mackerer, Craft
In this episode, we sit down with with Brian Mackerer, VP of North America at Craft as he shares about his experiences building and growing go-to-market teams…
- If Prices Could Talk
PE enters the NFL, why Nike's strategy is failing, and Walmart’s pricing innovation
Debriefing private equity’s partial ownership of NFL teams, the strategy behind Nike’s Q2 results and brand unraveling, Walmart’s new era of digital shelves…
- If Prices Could Talk
B2B lessons from Netflix, Saks, Six Flags, and MIT
In this episode, we discuss Netflix's expansion plans, the merger between Six Flags and Cedar Fair, and the acquisition of Neiman Marcus by Saks. We also…
- If Prices Could Talk
What to do when your negotiation turns into a game of poker
Sellers are often faced with tough buyers who try to bully them into lower prices by claiming the product is a commodity. In this video, we discuss the tactics…
- If Prices Could Talk
Accelerating sales to 6x win rates with Barrett Thompson, Zilliant
Barrett Thompson, VP of Customer and Industry Relations at Zilliant joins us on this week's podcast to discuss CPQ (Configure, Price, Quote) shortcomings and…
- If Prices Could Talk
Cracking the code to entering new markets with Scott Sargis, IEC Partners
Scott Sargis, Managing Director at IEC Partners, joins Jeet Mukherjee and Tracy Dent from Holden Advisors for a discussion about how to build pricing power…
- If Prices Could Talk
Connecting product, pricing, and sales for profit growth with Pete Eppele and Rich Flati
In this roundtable we’re joined by Pete Eppele, Chief Product Officer at Rollick and Rich Flati, Senior Customer Program Manager at Pricefx, with Jeet…
- If Prices Could Talk
Growth playbooks in private equity with Pete Morelli
Join us for a conversation with Pete Morelli, Vice President of Sales Strategy at Holden Advisors. We discuss thawing private equity markets and recent project…
- If Prices Could Talk
Ford vs Tesla price wars, Apple’s car business, and POTUS takes on shrinkflation
Roundtable discussion on current business events with Jeet Mukherjee, Pete Morelli, Adnan Akbari, and Tracy Dent. The team talks about Apple's decision to…
- If Prices Could Talk
Profitable innovation with Adnan Akbari
Join us for this episode with Adnan Akbari, Senior Director of Pricing, about innovation over time and how to navigate ongoing price changes. Topics include…
- If Prices Could Talk
Decoding AI's influence on buyer behavior with Rich Hanna, Professor of Practice
A conversation with Rich Hanna, Professor of Practice at Babson College, with Jeet Mukherjee and Tracy Dent from Holden Advisors. In this episode, we discuss…
- If Prices Could Talk
Apple’s $3499 Vision Pro and Boeing's negotiations with the Air Force
The team discusses the pricing and overall positioning for Apple’s Vision Pro, their competition with Meta, and new product pricing for big tech. We also…
- If Prices Could Talk
Emerson's hardware to software transformation with Debi Prickette
Today's episode is with Debi Prickette, Director of Decision Support and Sales Analytics at Emerson, and Pete Morelli, Vice President at Holden Advisors about…