B2B Street Fighting Blog

negotiation training results... "show me the money!!"

Posted by Marie Dudek Brown on Tue, Apr 24, 2012 @ 01:51 PM

negotiation training resultsWhen it comes right down to it, I don't want stories about how negotiation training improved my salesforce, or to know that lots of smiley faces are appearing on the post-workshop evaluations.  I want hard facts.  And here they are - all in one place.  Proven business results at five organizations:


  • Concepts are embedded in the sales culture as evidenced by the common language and blueprint technology used in negotiation
  • More than $3.2 million in revenue is attributed to the process

D&B Denmark

  • Incremental revenue created using Strategic Negotiation for four months was $349, 000
  • Thorough reflection and analysis of the other side's Consequences of No Agreement provided courage to not be so willing to make concessions or give discounts

Ryder System, Inc.

  • Over one year period, deals tracked and won represented $42.3M in total revenues, with a total incremental revenue improvement of $13.4M
  • Closing ratio average improved from 35% to 73%


  • 100% focus on live Information Builders opportunities
  • Over 100 negotiations put through the process and had immediate impact

Livingston International

  • Using Multiple Equal Offers (MEO) enabled us to increase our close rates from 40% to well over 60%
  • Total deals closed annually increased 9% while total revenues increased 21 % over two-year period

If you're interested in reading more about the results each of these organizations experienced, request the ROI Case Studies now.

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