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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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Questions are like Tools—Pick the Right One for the Job

| Ellen Quackenbush |
(Part 2 of 3) In the first blog of this Asking Great Questions series, I talked about the need or rationale for asking questions.  Great questions can undoubtedly be great tools in the ri…
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