Profile of a Game Changer: Selling in a Competitive Environment

| Chris Mitchell |
Smart salespeople distinguish themselves from the pack of competitors. They are game changers, and they don’t wait to be pursued by potential customers. Game changers are assertive and effective as they challenge—with diplomacy—a customer’s viewpo…
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The Secret to Post-Merger Success

| Holden Advisors | ,
Mergers can be a terrific way to grow your business, customer base, and product offerings. Given the changes in the regulatory environment, access to capital, and overall market appreciation, we see many companies choose a merger as a growth strat…
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Good-Better-Best Pricing: Would You Pay More for Better?

| David Broadbent | ,
Good-better-best pricing is everywhere. Companies often offer choices on just about everything from all-organic ingredients, to cable bundles for sports fans and those for movie buffs, or pay-in-advance hotel reservations.
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Field Report: Using Give-Gets Nets Sales Team $150k Profit Improvement

| Adele Mclean | ,
I received a call late Friday afternoon from one of our clients, a $800m DaaS company. The VP of Sales Transformation had attended a recent Negotiating with Backbone workshop and played the role of a Coach. She was collecting revenue-and-profit im…
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