If a tree falls in woods, and no one is around to hear it, does it make a sound? After listening to a presentation in which the speaker claimed value didn’t exist until the customer recognized it, I thought about this age old question a bit …
In a recent conversation with a sales team, we learned they had invested days into writing a fifty page RFP for a 15-year customer. The team had done their homework, using their contacts to determine which elements of their response should…
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 …
