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Think What Price Can Do, Not What Price Should Be

| richardharrington | ,
During a recent conversation, a pricing manager from a client confessed he felt frustrated with his current state of affairs. He felt the way his company manages pricing is reactive. Exasperated, h…
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Tech Giants Apple, Google, and Amazon Get Pricing Right

| Reed Holden | ,
In an article published recently in the “Technology” section of The Wall Street Journal, the author, Jack Nicas, alluded to pricing excellence in the three giants of U.S. and global technology: App…
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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…
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A Pricing Buzz Saw is Not Exclusive to Procurement: Expect Aggressive Negotiation Tactics from All Angles

| Holden Advisors |
In our book Negotiating with Backbone, Reed Holden describes strategies and tactics designed to combat the Procurement Pricing Buzz Saw. The situation was described well in a white paper by Reed Ho…
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