B2B Street Fighting Blog

Marie Dudek Brown

Recent Posts

what kind of negotiator are you?

Posted by Marie Dudek Brown on Tue, Feb 09, 2021 @ 04:26 PM

Think! Inc. | 5600blue Partner, Carrie Welles, talks with Rosemary Coates in this audio file on the Women and Manufacturing (WAM) website.

“In the world of negotiators, people either seem to think they are really good at it or that they stink, but there doesn’t seem to be a middle ground. Some people stick to instinct and luck when it comes to business negotiations, but our guest today works with well thought-out strategies, important concepts, and an organized blueprint. Carrie Welles is a Partner at Think! Inc., a negotiation training and consulting firm. Her role includes consulting with clients on implementing value creation and value capture ecosystems, business development, developing sales strategy, and onboarding new consultants. Negotiation skills are very important for people in everyday life but especially critical for managers and executives. We have lots of ground to cover on today’s episode and look forward to exploring the life of this woman in manufacturing. Stay tuned as we dive into an insightful conversation about negotiation training aspects, concepts to focus on, and some important tips for mastering business negotiations!”

Click here to access: WAM | Sales Negotiation and Consulting with Carrie Welles (womenandmfg.com)

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Tags: business negotiations, Carrie Welles

Shift the conversation from price of product to value of solution

Posted by Marie Dudek Brown on Thu, Aug 08, 2019 @ 03:56 PM

Q: Are you sick of hearing these 10 words from your customers?

“I can get the same thing cheaper from your competitor!”
Or, when the customer says,
 want you to match the 10% discount offered by the competition.”
As a sales executive, you know too well, when negotiating on price

  • Buyers treat your brand as a commodity
  • Your sales reps run to their managers to get quick price discounting, thus…
  • You have to ‘buy the business’ to make the sale
  • And your sales cycle lingers on, taking too long

With potential buyers seeing you the same as everyone else. Because you sound like everyone else. They made it about price. And your reps are unable to change the conversation.

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Tags: negotiation skills for sales, business negotiations

sales training spotlight: negotiation blueprinting

Posted by Marie Dudek Brown on Wed, Jul 17, 2019 @ 07:57 AM

You could argue that when it comes to sales success, no skill is more important than negotiation.  

For reps and sales leaders, effective negotiation can often be the difference between a crushed number and a missed quota. The best sellers are able to “change the conversation” from price to value.

So how can you train reps and raise the overall negotiation competency of your organization to be among the best in the world?

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Tags: brian dietmeyer, webinars, effective negotiation

competing at the speed of change e-book

Posted by Marie Dudek Brown on Tue, May 08, 2018 @ 04:53 PM

We are excited to share with you our 5600blue division e-book:  Competing at The Speed of Change. Your value, competitors value, customer needs and management priorities are all changing. 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: competitive advantage, 5600blue

webinar: learn a consumable killer technique for sales

Posted by Marie Dudek Brown on Thu, Mar 15, 2018 @ 04:07 PM

Our own Carrie Welles is presenting an enlightening webinar on Thursday, March 22, 2018 in association with the Strategic Account Management Association (SAMA). This 11am ET session will provide empirical research, and street level examples, for how best to package and present your value. Find out more and register by clicking on link below.

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Tags: negotiation skills for sales, webinars, affiliations, Carrie Welles

Think! Inc.’s Carrie Welles has been published!

Posted by Marie Dudek Brown on Thu, Nov 02, 2017 @ 04:17 PM

Think! Inc.’s very own Carrie Welles has been published in SAMA’s new book: Customer Value Co-Creation, Powering the Future Through Strategic Relationship Management.

For 16 years, Carrie has been a Partner and Vice President at Think! building strategic negotiation skills and using her coaching and training talents to improve the effectiveness of salespeople across the globe.

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Tags: negotiation skills for sales, business negotiations, affiliations

the emergence of sales enablement

Posted by Marie Dudek Brown on Fri, Jun 02, 2017 @ 08:33 AM

Revenue goals are up, the win rate of the sales team is down, way down. These amongst other reasons have created a need and filling it is a relatively new function that is starting to gain momentum: Sales Enablement.

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Tags: affiliations, sales enablement, podcast

real world outcomes of executing a negotiation process

Posted by Marie Dudek Brown on Tue, May 09, 2017 @ 09:28 AM

We are pleased that our own Carrie Welles will be presenting as a part of the upcoming SAMA Annual Conference to be held in National Harbor, Maryland. May 23-25, 2017.  Carrie will be leading the session entitled, "A Case Study in Executing a Consumable Negotiation Process with Strategic Outcomes," among more than 50 other workshops during the three-day event. This session will be held twice, once on May 23rd and again on May 25th.

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Tags: negotiation skills for sales, affiliations

an interview with Brian Dietmeyer

Posted by Marie Dudek Brown on Fri, Jul 01, 2016 @ 09:42 AM

Recently, Milind Katti, CEO & Co-Founder of DemandFarm, interviewed Brian Dietmeyer. The conversation started out with this question. "Brian, tell us about your journey as a key account management professional and how do you help companies achieve growth through focusing on their strategic parternship with the key account?"

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Tags: brian dietmeyer

what's all the buzz on precision guided selling?

Posted by Marie Dudek Brown on Thu, Oct 09, 2014 @ 09:44 AM

In case you were in the middle of closing a huge deal and  missed the live webinar on October 7 entitled "Are You Teaching Your Sales Reps to be Fighter Pilots?" the recording is now available.
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Tags: webinars

Think! named to Inc. list of
America's fastest growing private companies

Think! named to Inc. 500|5000

about this blog

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

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