Author: Adele Mclean

Play Better Poker With Your Customers

Written by Adele Mclean on October 14, 2021. Posted in Negotiating with Backbone.

When it comes to negotiation, very few sellers spend enough time planning. I encourage you to carve out time to get centered and think about some of the upcoming negotiations you have. There’s a lot to consider, but let’s start by thinking differently...

News from the field: Qualify, qualify, qualify

Written by Adele Mclean on May 19, 2021. Posted in Negotiating with Backbone.

Are your sales teams spending enough time qualifying their opportunities and defining the right solutions for their customers? Here’s how to know if they are on the right track.

News from the Field: Mental Insights

Written by Adele Mclean on July 6, 2020. Posted in Negotiating with Backbone.

During our recent Virtual Backbone workshops, our participants have been sharing interesting insights about the psychological aspect of negotiating. We wanted to share some with you:

News from the Field: Virtual Backbone

Written by Adele Mclean on June 8, 2020. Posted in Negotiating with Backbone.

Recently, we launched our Virtual Backbone initiative to help improve sales teams’ negotiating performance, all from the comfort and safety of their home office. The results are great, but we wanted to share a few additional insights based on...

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