B2B Street Fighting Blog

Carrie Welles

Recent Posts

achieve 466% ROI on your negotiation improvement initiative

Posted by Carrie Welles on Wed, Apr 03, 2019 @ 07:43 AM

There are many sales skills that have impact on the value of a strong sales team within an organization:
  • Account Management
  • Value Selling
  • Questioning
  • Presentation skills
  • as well as a number of others.

However, one of the things we love most about our work in helping B2B sales organizations improve negotiation skills is the immediate, tangible, return on investment. Unlike many sales skills, negotiation is a hard skill: meaning not only is it highly measurable, but it also delivers business results fast! The other great news is that together, we, the Think! team with the client stakeholders, can identify this potential ROI before any investment is made to build the internal business case for a negotiation improvement initiative.

Here are results from five (5) Fortune 1000 clients in these industries: logistics, packaging, energy solutions and services, information services, and healthcare.

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Tags: negotiation skills for sales, business negotiations, negotiation strategies in business, Carrie Welles

negotiation blueprinting deal of the year award

Posted by Carrie Welles on Mon, Mar 25, 2013 @ 04:33 PM

Think! Inc. began working with InterContinental Hotel Group (IHG) Franchise Sales & Development in the summer of 2011. The IHG Franchise Sales & Development leaders had placed a high value on the topic of strategic negotiations however this was the first time they had reached outside the company for formal training.  The negotiation blueprinting process has proven to be fruitful in several areas including; more thorough client engagement, understanding both parties alternatives and the impact associated with those alternatives, creative ways to broaden the deal structure, providing multiple offers and proactive deal governance.  

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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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