Curiosity and Confidence in Leaders

On Great Leaders

Posted 18 Oct, 2017 | Posted in: Newsletter | Tagged: , , , ,
Reed HoldenWritten by Reed Holden

We’ve had a lot of discussions on leadership lately. They tend to focus on people not characteristics. You know the drill, this person is a great leader and this one isn’t. It just so happened that I had a chance to meet an author, Chris LaVictoire Mahai of Aveus, who has an upcoming book on leadership.  She is focused on the characteristics of leaders who can drive positive,… Read More

Manage Sales with Backbone

Posted 18 Apr, 2016 | Posted in: Sales Effectiveness | Tagged: ,
Reed HoldenWritten by Reed Holden

We talk a lot about how sales teams can Negotiate with Backbone, and rightly so.  This is a huge opportunity to take action in limiting discounts that companies think they need to give to win business.  Our clients’ sales teams are making significant improvements on margin in negotiating their very next deal after learning the Backbone framework. The key to success… Read More