Reduce, Reuse, Recycle: Reinforcement for Lasting Change Let’s face it, Sales transformation is all about change.  Change is all about choices.  But how do you support change that lasts? Choose reinforcement. We all want to avoid the revolving door of sales training programs that sap morale and have you searching high and low for ROI.  How can you reduce the… Read More

Amazon to North American Cities: Calling all Rabbits

Posted 20 Sep, 2017 | Posted in: Newsletter | Tagged: , , ,
Richard HarringtonWritten by Richard Harrington

Last week, big city mayors across the US received the kind of news they dream about: Amazon is looking for a second corporate headquarters, with the promise of billions of dollars of investment and a potential of 50,000 new jobs.1 Time for negotiating tactics.  Get to work on that proposal – re-election awaits! While Amazon’s unusual tactics have caught the… Read More

Move beyond the rabbit: sales strategy to be a game changer In Negotiating with Backbone, a Rabbit is the vendor or salesperson that often gets asked, at the last minute, to bid on a deal or respond to an RFP. You are a Rabbit when you: Have no relationship with the decision-maker Are surprised when you receive the RFP request… Read More