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
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
Transformative, profitable growth 
Team alignment around value 
Reduction of internal negotiations around price 
Salespeople become pricing champions Negotiating with Backbone® 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 customers to realize higher revenue and margins.
In all of my career, I haven't witnessed anything fundamentally change a business trajectory like I experienced with Negotiating with Backbone.
For me, Negotiating with Backbone is the foundation to convert instinct into a framework and continually reference day-to-day to overcome the games professional buyers play.
Negotiating with Backbone gave us the power-boost needed to win more deals
when applying our sales methodology to every customer opportunity.
when applying our sales methodology to every customer opportunity.
Case Study
$65m revenue improvement from one customer negotiation…
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 Backbone, by 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.