What We Do
We help commercial teams know, price and sell their company’s value in a way the salesforce can champion and their customers want. We use proven, straightforward methods and frameworks that build lasting skills and develop teams.
What Is Value?
The financial impact that a company’s offerings have on their customers.
Value goes well beyond traditional features and benefits.
We believe every company can increase profits when they focus on knowing, pricing and selling their value to customers – those who consistently deliver their value enable their customers to win more.
After implementing a comprehensive price increase strategy, our client experienced a 120% uplift in profits and 100% customer retention.
Following completion of a Negotiating with Backbone engagement, a financial services client realized $65M in revenue improvement from a single customer negotiation.
Building and delivering a refined pricing policy alongside a tiered pricing structure generated $450M of growth in operating income for our client.
We work with commercial teams to confirm that a company’s value is being priced right. We apply real-world experience and proven methods captured in our best-selling book Pricing with Confidence to tackle any pricing topic.
We motivate commercial teams to champion and better capture their company’s value. Our proven framework Negotiating with Backbone helps sales reps quickly diagnose buyer types and adjust their approach with confidence.