Negotiating with Backbone

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What’s Included

Most procurement managers and professional buyers receive negotiation training every quarter. How are you preparing your sales team to negotiate with these expertly trained professionals? Backbone BASICS is a self-paced digital learning solution for any seller looking to improve price negotiations. Offered as part of our Negotiating with Backbone lineup, Backbone BASICS packages the right concepts, skills, and tools into consumable modules that increase salespeople’s confidence to negotiate higher prices and close more deals. The 18 self-paced micro modules are traditionally provided as required pre-work for a broader Negotiating with Backbone initiative but are offered complimentary to you through the Highspot marketplace.

  • Drive better understanding and defense of value in tough negotiations
  • Identify the tactics that disguise poker playing buyers
  • Develop a value proposition with Give-Gets to reinforce the value you deliver

Exclusive Offer to Highspot Customers

Do you have a deal you can’t afford to lose? Receive 1-hour of complementary virtual coaching to diagnose your buyer’s behavior and build a negotiation plan based on the specific characteristics of your unique opportunity. The 1-hour call can either be dedicated to a single opportunity or shared by up to 5 sellers/managers.






  • Requires access to the Highspot platform
  • Requires Highspot Content & Guidance


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Who We Are

Kick the discounting habit and focus on value for your customers to achieve better pricing. Drive your price performance by choosing the right pricing strategy for your solutions. With 25 years of pricing leadership, we make companies more profitable.

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