B2B Street Fighting Blog

Marie Dudek

Recent Posts

selling at the speed of change e-book

Posted by Marie Dudek on Wed, Aug 19, 2015 @ 04:00 PM

e-bookWe are happy to introduce you to the 5600blue e-book about Selling at The Speed of Change. Your value, competitors value, customer needs and management priorities are all changing often. All of this effects the “real – time” knowledge salespeople need to lead customer conversations. It’s time to take back the power we lost due to the buyer B2B digital revolution. One of our clients said recently “a quarter is now equal to a year.” Her point was that annual planning now happens each quarter due to rapid shifts in the market and company strategy. Managing this turbulent environment holds real promise for those who realize that the rules have changed and many legacy sales support solutions are not having impact. 

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Tags: negotiation strategies in business

the sales game has changed

Posted by Marie Dudek on Thu, Jun 11, 2015 @ 04:35 PM

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Tags: negotiation skills for sales

the future model of sales: precision guided selling

Posted by Marie Dudek on Mon, Apr 27, 2015 @ 08:15 AM

Yesterday, sustainable competitive product advantage lived happily alongside annual strategic planning, static customer needs and all the legacy sales enablement solutions designed for this same world. In today's market, your value is shifting constantly as is that of your competitors. Ditto for the needs of your customer. What Strategic Account Managers need is specific, customized and actionable data that helps them compete at every stage of the new buy/sell cycle with technology that houses the data all in one place.

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Tags: negotiation strategies in business

getting to that next level of sales transformation

Posted by Marie Dudek on Mon, Mar 02, 2015 @ 11:22 AM


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Tags: business negotiations, affiliations

2 differing views on managing business negotiations

Posted by Marie Dudek on Tue, Dec 04, 2012 @ 09:11 AM

Some of our recent research shows some interesting and significantly differing responses from C-suite executives and street-level sales professionals.

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Tags: business negotiations, negotiation strategies in business

leveraging patterns in business negotiation

Posted by Marie Dudek on Wed, Jun 13, 2012 @ 02:11 PM

Have you ever recognized any patterns when you are negotiating business deals?  Negotiation has long been thought of as a soft skill or a set of counter tactics in response to a random tactic from the other side. Over the last 15 years this myth has been disproved.

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Tags: business negotiations, brian dietmeyer, webinars

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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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