Eight Strategies Sales Organizations Need to Defend Price and Value to Boost Profit in Today's Procurement-Led Environment

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Negotiating with Backbone, Second Edition, By Reed Holden Features Proven Backbone-Building Playbook

Sales teams that can counter [procurement] tactics and close deals at the right price are the single biggest opportunity for improved revenue and profit

Holden Advisors, pricing and Backbone negotiation experts, announce the release of Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value, Second Edition, by Dr. Reed K. Holden. Due to strong sales of the first edition to salespeople and executives besieged by procurement games to get lower prices, Holden created the second edition with additional insights to give sales teams even more strategies and tactics to win deals and improve revenue and profits.

“High pressure procurement tactics for lower prices from customers is one of the biggest causes of lost profits in business today,” says author and pricing expert, Reed Holden. “Sales teams that can counter these tactics and close deals at the right price are the single biggest opportunity for improved revenue and profit. The second edition has more of what our clients’ sales teams ask for: uncovering and communicating value, unleashing the power of Give-GetsSM, and negotiating with a customer you can’t afford to lose.”

“Negotiating with Backbone is part of our culture. We now truly understand the value of our services and know how to turn the negotiations table to our favor, regardless of the type of buyer we are facing. And the icing on the cake is access to Reed for the most difficult negotiations,” asserts Rudy Ploder, President, U.S. Information Solutions, Equifax.

The concepts in Negotiating with Backbone have already made a significant impact on several companies. For example, a global manufacturing client diagnosed their buyer as a Poker Player, bluffing their way to lower prices. After applying tactics learned through the Backbone program, the client increased net profit of the deal by $5.4 million on a $66 million deal.

The new edition of the book also signals a shift for Holden Advisors to focus on executing price through the salesforce. Already known for pricing thought-leadership, Holden Advisors now leads sales initiatives to help business-to-business companies build negotiation Backbone to counter aggressive procurement techniques that erode prices. “We are going where our clients need us,” stated Carolyn Holden, President and CEO of Holden Advisors. “Right now, pricing and sales teams are getting clobbered in the field, and they are looking for better ways to make value real for customers and move beyond the price/discount conversation.”

Negotiating with Backbone, Second Edition is a guide to help sales teams, sales management, pricing professionals, and senior executives learn to negotiate price more effectively. The book is based on over twenty years of field experience and academic research in business buyer behavior. The Backbone approach profoundly affects sales teams’ ability to recognize the games buyers play, create powerful tactics to shift the power in negotiations, and stand confidently even when the customer appears to hold all the cards.

About Holden Advisors:        
Holden Advisors is a team of pacesetters. We specialize in coaching clients to develop price to value capabilities and high impact sales negotiation skills for optimal results. Our subject matter experts foster an outside-in view of the customer while providing a lens to diagnose and solve client’s evolving issues. Holden’s collaborative approach builds client capability which achieves improvement in ROS, higher average margins and improved cross-functional alignment. You can read more about Holden Advisors at http://www.HoldenAdvisors.com.

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Alison Yama
since: 12/2010
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