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Reed Holden

Negotiating with Backbone

Eight Sales Strategies to Defend Your Price and Value

Ebook (EPUB Format)

B2B sales professionals: resist mindless discounting, level the playing field against tough procurement organizations, and close the deal on your terms! Negotiating with Backbone, Second Edition definitive guide for every sales pro facing the procurement buzzsaw - and it's just been updated with even more powerful strategies and techniques! Where traditional purchasing managers negotiated, procurement officials seek to dictate, through multiple tactics with a single intent: to gain unprecedented discounts and concessions. Premier pricing strategist and sales consultant Reed K. Holden gives you the powerful new strategies and tactics you need… Mehr

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Produktdetails


  • ISBN: 978-0-13-427003-6
  • EAN: 9780134270036
  • Produktnummer: 27840456
  • Verlag: Pearson ITP
  • Sprache: Englisch
  • Erscheinungsjahr: 2015
  • Plattform: EPUB
  • Auflage: 2. Auflage

Über den Autor


Reed K. Holden, Coach and Founder of Holden Advisors, is a world-class B2B pricing expert who helps clients build go-to-market strategies to drive price leadership, selling backbone, and profitable growth. Dr. Holden specializes in helping sales organizations avoid the procurement buzzsaw SM by implementing strategies to recognize and counter margin-reducing buying tactics. As a change agent, he works with major corporations throughout the world to manage with in outside-in view of the customer. He is an enthusiastic and persuasive advocate for demonstrating customer value and price leadership with companies that need to adapt in highly competitive markets. In 2008 he co-authored Pricing with Confidence: Ten Ways to Stop Leaving Money on the Table, a top selling pricing book for executives.

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