A Pricing Buzz Saw is Not Exclusive to Procurement: Expect Aggressive Negotiation Tactics from All Angles
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.&…
A Holiday Carol to all CEOs and GMs from your sales team: ‘All I Want for Christmas are Some Negotiation Tools that Work for Me’.
What sales people want from you dear Santa – I mean dear CEO and dear GM for 2018!
Holden Advisors’ Greatest Hits of 2017
| Alison Yama | Negotiating with Backbone, Pricing with Confidence, Selling with Confidence, Uncovering your Value
‘Tis the season for car commercials and countdowns. I will spare you the sentimentality of the great American holiday car spots. Instead, I bring you a bit of fun to close out this holiday season. We’ve had a super year working o…
Improve Selling by Breaking These 5 Value Myths
In recent years, the word value has become almost meaningless. This watered-down version of value frustrates anyone striving to improve sales effectiveness and overall business results. We know customers want value. But, what does that mean exactly?
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