B2B Street Fighting Blog

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

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

Are you teaching your sales reps to become fighter pilots?

Posted by Pat Lynch, CSO Insights on Thu, Oct 02, 2014 @ 04:14 PM

During the height of battle, a fighter pilot will have to assess and act upon up to 17 different pieces of information. If you start counting up all the tools, data and information a sales rep may have to deal with – CRM, Business Intelligence Analytics, dashboards, pipeline reports, the buy/sell cycle, marketing automation, discovery research, LinkedIn, networking, calls, appointments, emails, and presentations - it should not be a surprise that sales performance has been impacted negatively.

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Tags: negotiation strategies in business, affiliations

WEBINAR: Are You Teaching Your Sales Reps to be Fighter Pilots?

Posted by Marie Dudek Brown on Wed, Oct 01, 2014 @ 01:31 PM

During the height of battle, a fighter pilot will have to assess and act upon up to 17 different pieces of information to win their battles. Do your reps have the right information at the right time to win their deals (battles) quickly and repeatedly?
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Tags: webinars, affiliations

IACCM webinar - Committing to Buying Value & Selling Value

Posted by Marie Dudek Brown on Fri, Aug 30, 2013 @ 12:59 PM

Thought I'd share with you this information about an upcoming, complimentary webinar from IACCM about something near and dear to our hearts, the business value conversation.  Take a look below at the webinar description from the IACCM website:

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Tags: webinars, affiliations, negotiation skills for buyers

proactively drive the negotiation

Posted by Marie Dudek Brown on Tue, Jun 18, 2013 @ 10:08 AM

At Nalco Company, it was decided to choose a negotiation solution that would not only tackle the list of concerns they had, but turn a seemingly soft skill - as negotiation is so often tagged - into a hard skill, which is defined as a business process that is measurable and repeatable.  Nalco set out to build both Key Account Manager (KAM) and organizational competency that would heighten courage, reduce outcome variance and produce measureable impact one deal at a time. 

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Tags: ROI case study, affiliations

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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Tags: affiliations

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Think! named to Inc. 500|5000

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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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