B2B Street Fighting Blog

a blended approach to b2b negotiation training

Posted by Marie Dudek Brown on Wed, Aug 21, 2013 @ 09:12 AM

Each day we are feeling the pressures of the increasing numbers of professional buyers attempting to commoditize our products and services, and putting pressure on top and bottom line.  The need to invest in core competencies, like negotiation, has not been stronger in the last 50 years!  At the same time, having salespeople out of pocket for multiple days of generic "training" is also a challenge.  This is exactly what faced Information Builders, a business intelligence and integration firm.

Information BuildersInformation Builders and Think! Inc. partnered in an attempt to reduce the time for salespeople being out of pocket for traditional instructor-led training by 50% and actually improve the quality of the solution morphing away from "training" to 100% live deal focus.

A blended approach of web based deal planning and face-to-face live opportunity consulting and practice was designed.  A seven module, 2.5 hour web based opportunity planning tool was created to assist salespeople blueprinting a business negotiation.  These modules were available 24/7 over a two-week period.  At the face-to-face consulting event, each negotiation blueprint was improved and the execution of that plan was practiced.

Find out more about this approach by requesting the Information Builders ROI case study.

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Tags: ROI case study

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The B2B Street Fighting blog brings you the latest on what's happening in the real world of business negotiation.

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