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
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.
when applying our sales methodology to every customer opportunity.
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.