What To Do If Your Company Is Asked To Participate In A Reverse Auction

Posted by Mike Cannestra on Mar 3, 2022 12:22:09 PM

A reverse auction may land you a new client, but if you are the incumbent, it may be better to say no. Here’s why.

Read More

Topics: Negotiating with Backbone, Selling with Confidence, Uncovering your Value, procurement

Do your customers really need you in the era of COVID-19?

Posted by Brian Doyle on May 1, 2020 2:43:31 PM

This is a scary time for suppliers and their sales teams. Customers concerned with the impact of COVID-19 are canceling or postponing projects and curtailing spending. As a result, suppliers are losing revenue and seriously considering pay cuts and/or layoffs to help them through this difficult time.

Read More

Topics: Negotiating with Backbone, winning proposal, value selling, procurement

Video: Is Your Product Really a Commodity?

Posted by Adele Mclean on Oct 30, 2019 5:30:00 AM

Is your product a commodity? Is it really? Or, do your customers cry commodity during negotiations to get you to decrease your price? Watch the video below and listen as Adele McLean talks about how you can get out from under this tough negotiation tactic and avoid the commodity trap.

Read More

Topics: value, sales, procurement