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The Challenger with Backbone - Part II

Give-Gets shift the power back to the seller
By Ellen Quackenbush In my last blog, I talked about how The Challenger Sale and Negotiating with Backbone is the one-two punch to winning profitable business in today’s tough …

The Challenger with Backbone - Part I

Let's Acknowledge Buyer Behavior Has Changed
By Ellen Quackenbush The wild success of the Corporate Executive Board (CEB) book The Challenger Sale fueled an essential dialogue about the importance of communication of valu…