B2B Street Fighting Blog

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

Speaking the Language of Procurement

Posted by Brian Dietmeyer on Tue, Sep 19, 2017 @ 12:25 PM

A blog from Buyer/Seller Insights points out that there is bad buying just like there is bad selling. They go further to suggest that sellers who can help procurement buy better will achieve a competitive advantage. We couldn't agree more.

One of the core problems we see is that sellers don't understand the role of procurement professionals and therefore get anchored on the price conversation with buyers. Part of this misunderstanding is this: how procurement buyers articulate their role–and the reality of what their role is, are actually two different things.

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Tags: negotiation skills for sales, business negotiations, brian dietmeyer, competitive advantage, Negotiating with procurement, speaking the language of procurement

Help..I’ve Been Turned Over to Procurement!

Posted by Brian Dietmeyer on Thu, Sep 08, 2016 @ 04:13 PM

We’ve been selling to the business stakeholders and now hear the dreaded sentence…."I need to get procurement involved.” For most of us, this is viewed as a sales death sentence! IT IS NOT!

For years we’ve been taught to sell around procurement at all costs and focus on the business stakeholders. While this may be sound advice, the reality is that procurement involvement is on the rise and most likely here to stay. We believe it’s time to start focusing on professional buyers as legitimate stakeholders, not to be avoided but to understand their needs just as we would any other buying influence.

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Tags: business negotiations

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

is negotiation random or predictable?

Posted by Marie Dudek Brown on Thu, May 15, 2014 @ 04:51 PM

We recently asked Brian Dietmeyer, President and CEO of Think! Inc. to talk to us about this exact question.  Listen to his thoughts and then tell us what you think!

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Tags: business negotiations, brian dietmeyer

selecting a negotiation training provider

Posted by Marie Dudek Brown on Tue, Jun 25, 2013 @ 10:31 AM

Do a search on negotiation training and you'll come up with over 2 million results!  How do you know what to look for, and ultimately choose, for your organization?  I'd like to bring some fresh thinking to the subject of selecting a business negotiation training firm.

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Tags: business negotiations

how to create value in your negotiations

Posted by Marie Dudek Brown on Fri, Jun 07, 2013 @ 03:22 PM

Begin with a goal to "create joint value and divide it given concerns for fairness in the ongoing relationship."  There are numerous small steps involved in attaining this goal, including estimations of the consequences to both sides of not reaching agreement (CNA) and estimations of items each side is interested in including in the deal.  All of this work done so far has been engineered to bring you to this point -- the point at which you can actually begin to create value.  You create value in two ways.

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Tags: business negotiations

what 3 questions must be answered before negotiating?

Posted by Marie Dudek Brown on Thu, Apr 25, 2013 @ 04:19 PM

There are numerous ways to solicit information about a business negotiation and the more obvious you are, the less likely it is that you'll get the information you're looking for. When you're validating your estimation of your customer's wish list, are you getting good answers to these three questions?

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Tags: business negotiations

How often do you hear, "I can get the same thing cheaper"

Posted by Marie Dudek Brown on Wed, Apr 03, 2013 @ 04:33 PM

Chances are your buyer cannot get the "same thing" cheaper. In virtually every business negotiation where there are professional buyers on one side of the deal and professional sellers on the other, the business solution being negotiated has virtually no chance of being "the same" as what your competitor is offering.

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Tags: business negotiations

what Think! Inc. provides sales organizations

Posted by Marie Dudek Brown on Thu, Feb 21, 2013 @ 04:39 PM

Think! Inc. provides research-based training, responsive to the root causes of your unique situation to help your salespeople become more successful negotiators.  All the countermeasures, tactics, behaviors, tips, tricks and gimmicks typically taught by negotiation "training" or other "experts" aren't cures. In fact, they have few, if any, long-term, positive effects on the negotiating skills of an individual or the negotiating competency of an organization. A company training its salesforce in such a traditional soft skills approach to negotiation can expect a 2% bump in negotiation effectiveness.

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Tags: negotiation skills for sales, business negotiations

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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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