In our book Negotiating with Backbone, Reed Holden describes strategies and tactics designed to combat the Procurement Pricing Buzz Saw. The situation was described well in a white paper by Reed Holden Selling to Procurement: The New Normal. ...
Author: Holden Advisors
Backbone for Big Law
The ‘last mile’ is a colloquial phrase widely used in the telecommunications to refer to the portion of the network chain that physically reaches the end-user’s premises. This connectivity is critical; it is the link to their paying...
We meet and work with sales managers all over the globe and a question we are asked frequently is, “Why can’t my sellers close the deal?” It is an important question to consider, but we must first establish a few assumptions.
