Every company that we have worked with wants to grow. They set growth targets and communicate it to their shareholders. Achieving these targets can mean make or break for the organization. At times, we see companies become overwhelmed with options…
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 …
