B2B Street Fighting Blog

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

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

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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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