When a Poker Player Gets Mad, You Might Be Winning

| Reed Holden | ,
Over the past year, I have noticed an increase in “scorched earth” negotiating tactics. These are tactics which move beyond “going kamikaze” that I talk about in Negotiating with Backbone. This new tactic indicates that the other party is going to…
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On Great Leaders

| Reed Holden | ,
We’ve had a lot of discussions on leadership lately. They tend to focus on people not characteristics. You know the drill, this person is a great leader and this one isn’t.
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Professional Sales Teams Thrive with the Right Tools

| travisumpleby | , , , ,
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?
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