Breakthrough Results with Negotiating with Backbone

Many companies today are not satisfied with hum-drum, slow-but-steady growth.  They want transformational growth.  Market-leading growth.

The kind of growth that creates opportunities for employees, suppliers, and most importantly, customers.  It’s the growth that comes from knowing your value and aligning your cross-functional teams to communicate, execute, and get paid for that value.

It’s the growth that comes from Negotiating with Backbone.

Backbone benefits are clear

Holden Advisors - Trusted partner to global organizations Transformative, profitable growth
Holden Advisors - Trusted partner to global organizations Team alignment around value
Holden Advisors - Trusted partner to global organizations Reduction of internal negotiations around price
Holden Advisors - Trusted partner to global organizations Salespeople become pricing champions

Negotiating and Value Services for Customer Facing Teams

Negotiating with Backbone is a culture-changing, experiential initiative to drive better understanding, management, and defense of value in tough negotiations.  Designed to give a power-boost to mainstream sales processes, Backbone gives salespeople and leaders the knowledge and tools to effectively identify buyer behaviors and use battle-tested tactics to negotiate with procurement to realize higher prices.

'Negotiating with Backbone' gave us the power-boost needed to win more deals when applying our sales methodology to every customer opportunity

Holden Advisors - Trusted partner to global organizations

Senior Account Executive, Data Services

Case Study

$65m revenue improvement from one customer negotiation…

As part of our advisory work with a Financial Services client, a Sales team was having issues building the confidence of the sales director to hold on price in a negotiation with a large and important customer.  During a coaching… Read More

If you sell B2B (or lead a B2B sales organization), you face a tough, relentless force that is draining profits from your firm: your customer’s procurement  organization.  Negotiating with Backboneby Reed Holden, has helped hundreds of customer-facing teams level with playing field – and win.   The book is a start-to-finish guide on how to qualify an opportunity and prepare for tough negotiations, price with confidence, and get the margins you deserve.