I received a call late Friday afternoon from one of our clients, a $800m DaaS company. The VP of Sales Transformation had attended a recent Negotiating with BackboneSM workshop and played the role of a Coach. She was collecting revenue-and-profit …
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.&…
(Part 2 of 3) In the first blog of this Asking Great Questions series, I talked about the need or rationale for asking questions. Great questions can undoubtedly be great tools in the right hands. However, as any good craftsperson…
