Discounting is a Nasty Habit

Posted by Saad Shahzad on Sep 26, 2019 5:00:00 AM

Are you sick of hearing about the need to protect your premium high value offerings and stop discounting? Well, you may be sick of hearing it, but it's true.

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Topics: Negotiating with Backbone, value selling

Cool heads prevail: Tame the never-ending pressure of sales

Posted by Alicia Shevetone on Sep 19, 2019 4:15:00 AM

Generally speaking, as a seller to a seller, we know that big sales opportunities are both a blessing and a curse. While they offer the opportunity for “quota busting” years, they also carry a heavy spotlight and the pressure that comes along with it. This pressure churns our emotions, generating angst in even the most tenured sales pros. How do you deal with the stress?

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Topics: Negotiating with Backbone, value selling

Does your organization struggle with discounting?

Posted by Saad Shahzad on Aug 21, 2019 10:48:12 AM

Do you think your sales team effectively sells the value that you provide to your customers? And how would you measure that, anyway?

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Topics: Negotiating with Backbone, value selling

Wayward Sales Veteran Comes Clean

Posted by Alicia Shevetone on Jul 16, 2019 12:30:00 PM

How many blog posts have you read that start with something like, “As a 20-year sales veteran, I’ve experienced …blah…blah…blah”?  It’s amusing how sellers use tenure as a crutch for complacency. It sounds reasonable though, right? Why shouldn’t my performance speak for itself? 

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Topics: Negotiating with Backbone, value, sales

News From The Field: Am I the Rabbit?

Posted by Adele Mclean on Apr 25, 2019 9:38:40 AM

Do you have a relationship with key decision makers? 

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Topics: Negotiating with Backbone, winning proposal, buying center, rabbit

The Neuroscience Behind the Discount (And How to Stop)

Posted by Emily Macaulay on Mar 14, 2019 6:45:00 AM

Salespeople have bad habits, just like the rest of us. We all know this. Perhaps one of a seller’s worst habits, however, is rampant discounting. This habit is insidious, hard to break, and downright destructive. It falls straight to a company’s bottom line and eats up margins like PAC-MAN.

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Topics: Negotiating with Backbone

GEICO is Turning Me Into a Poker Player

Posted by Richard Harrington on Feb 26, 2019 1:37:03 PM

I recently renewed my car insurance. It had been a few years since I’d changed the policy, and the cars were now half a decade older, so I decided to call GEICO to see if they could save me some money; after all, they promise new customers that 15 minutes can save them 15% (or more) from their bill. I was underwhelmed with the call. It turned out they could offer me very little, even though the policy had declined in value due to the lower value of the vehicles covered. So I decided to shop around with competitors, and lo and behold, Progressive could save me – a new customer – $400 a year on my plan.

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Topics: Negotiating with Backbone

Apple One-Ups Amazon at the Negotiating Table

Posted by Matthew Lydon on Feb 20, 2019 7:00:00 AM

Apple and Amazon stepped into the ring again recently, like B2B’s answer to Mayweather/Pacquiao, to cut a deal to finally land Apple’s newest products in Amazon’s marketplace on release day. In the past, these two tech heavyweights have sparred over products, apps, and availability – tactically bobbing and weaving to boost profits and stock value. But the latest bout between the two rivals showcased Apple's experience and savvy negotiating tactics (more on these in a minute) as a way to win a pivotal round.

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Topics: Negotiating with Backbone

Control vs. Chaos: A Day In the Life of a Sales Rep

Posted by Brian Doyle on Feb 12, 2019 2:10:12 PM

If you’re a fan of the 1960s television show, Get Smart (or saw the 2008 movie with Steve Carrell), you know that the good guys work for Control and the bad guys work for an organization called KAOS (pronounced, “Chaos”). As a pricing or finance leader, it sometimes feels like this reflects your life as well: you're trying to maintain control over your pricing and profit, but too many times when a negotiation is left in the hands of your sales rep, it turns into chaos.

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Topics: Negotiating with Backbone

Nice Job, Netflix: Lessons from the price increase

Posted by Pete Morelli on Jan 24, 2019 11:54:19 AM

Hear Pete Morelli talk about what we can learn from the price increase that Netflix rolled out last week.

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Topics: Negotiating with Backbone, Pricing with Confidence, Uncovering your Value