Bully buyer

With the media full of reported bullying incidents in politics, schools, on sports teams, and in the work place, why do so many sales professionals put up with these similar tactics demonstrated by procurement? Some bullying experiences are subtle while some are more outrageous than others – downright kamikaze!  Negotiating Backbone is imperative for today’s sellers. But why is it… Read More

take tough negotiating tactics

Scorched Earth Negotiating

Posted 07 Jun, 2017 | Posted in: Newsletter | Tagged: ,
Reed HoldenWritten by Reed Holden

We are all used to the tough negotiators. Be they in procurement or some other part of the firm, these guys push, distort the truth, and apparently do anything to get a lower price – even if it puts their own business at risk. Lately, we have seen an escalation in negotiating tactics, including threats to stop doing business in… Read More

too focused on innovation

You Can Have Too Much Innovation

Posted 07 Jun, 2017 | Posted in: Newsletter | Tagged: ,
Ellen QuackenbushWritten by Ellen Quackenbush

Innovation is the key to revenue growth and a healthy stock price, right? Firms with innovative products and services can crush the competition with unique, market-leading offerings that command premium prices and develop an early market lead. So unleash those product developers and software engineers to innovate away! Not so fast, warns experts from MIT’s Center for Information Systems Research…. Read More

your solution has value

Lessons from the NPR Member Drive

Posted 07 Jun, 2017 | Posted in: Newsletter | Tagged: ,
Richard HarringtonWritten by Richard Harrington

As I work, I generally enjoy having music in the background. My favorite local station here in Minneapolis is The Current, a contemporary music station with a more eclectic mix than the local commercial stations. As a service provided by NPR, The Current had a member drive in the run up to Memorial Day, asking listeners to donate money to… Read More

buyer type - value or poker player

Situational Buyer Type: From Value Buyer to Poker Player

Posted 07 Jun, 2017 | Posted in: Newsletter | Tagged: ,
Saad ShahzadWritten by Saad Shahzad

When we train people on Negotiating with Backbone, every now and then we get the question, “Can a buyer type change at different times?” The answer we give is, “Yes, it depends on the situation.” Today I want to share a situation I went through while getting an oil change for my car. The little sticker on the windscreen reminded me… Read More

Holden Advisors - Trusted partner to global organizations

How Well Does Your Sales Team Harvest Value? As the understanding and communication of value matures in a sales organization, the payoff to a company’s profit increases.  This truth is widely accepted, like that fire is hot or rain is wet.  If the fact that value creation and harvesting has profit implications is no surprise to anyone, why do so… Read More