We’d like to invite you to awebinar, Realities in the Field: Strategy at Work. Join us to hear Travis Umpleby, Master Backbone Facilitator, discuss how the Backbone framework is applied in the field and how clients are utilizing the principles to win deals at their price.
In this webinar you will learn how to:
Protect your value with a Price Buyer by stripping down your offering
Defend your price with a Value Buyer by standing your ground and detailing ROI
Reinforce your value with a Poker Player with a firm walkaway stance
In the field, these tactics result in winning bigger, better deals with higher margins. Our case studies include a walkaway stance ending in a multi-million dollar deal; defended price to avoid a 30% discount; and countless hours of seller time preserved by avoiding the Rabbit position.
