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,
"We 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.
 

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?

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. 

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.

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.

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.

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.

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?"