B2B Street Fighting Blog

changing the negotiation conversation

Posted by Brian Dietmeyer on Tue, Feb 27, 2018 @ 08:04 AM

A client asks us for a proposal. That’s a good thing, right? We do as they ask and provide a proposal. What’s next? We all know the first offer is likely not going to be the last. In fact, what many of us have done with that response is to give the client a price for products and services. The very natural inclination is for the customer to then begin the negotiations at this phase. We have DNA going back 1000 years saying that the buyer should never accept the first offer. We know what the conversation is going to be and where it’s headed, so how do we change that conversation and take control?

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Tags: negotiation skills for sales, business negotiations, brian dietmeyer

quickly gain 30 points in win rate!

Posted by Brian Dietmeyer on Wed, Jan 31, 2018 @ 02:49 PM

My friend and colleague, Jim Dickie (https://www.salesmastery.com) recently reported sales leaders stated their top barrier to achieving their 2018 revenue objectives is:

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Tags: negotiation skills for sales, business negotiations, brian dietmeyer

turn your entire organization into a negotiation powerhouse!

Posted by Brian Dietmeyer on Tue, Jan 09, 2018 @ 04:10 PM

Sales organizations spend a great deal of time and money on negotiation skills training. Much of that investment is sub-optimal and in essence, sales teams are being trained on how to execute your company negotiation strategy. The problem is there is still a prevalent view that negotiation is a “soft skill.” When we execute training without a broader organization strategy improvement, we are, in substance, automating a broken process.

We recently consulted with a global account organization where their customers in France were bypassing their local account teams and buying from the German account teams as the prices and terms were better! This type of incoherence not only lowers margin, it creates a lack of trust.

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Tags: negotiation skills for sales, brian dietmeyer

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

the toughest negotiation opponent you'll ever face

Posted by Brian Dietmeyer on Tue, Aug 01, 2017 @ 09:24 AM

POP QUIZ!

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Tags: negotiation skills for sales

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

Your ‘Real’ Competitor in Any Deal

Posted by K. (Karen) G. Fraser on Tue, Jun 21, 2016 @ 10:32 AM

There is a science and an art to sales.  The science is the research and analysis that goes into any potential deal – to qualify the deal, and developing the deal through the sales cycle.  The art is the creativity of the sales team to create good offers/options to present to the other side in order to maximize the probability of reaching an agreement. 

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Tags: negotiation skills for sales

the sales game has changed

Posted by Marie Dudek on Thu, Jun 11, 2015 @ 04:35 PM

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Tags: negotiation skills for sales

your GPS to sales success

Posted by Brian Dietmeyer on Tue, Apr 21, 2015 @ 04:30 PM

Your days of annual planning, fixed value, and customer needs are gone. Now selling happens at the speed of change and we at 5600blue have developed a system for managing that effectively.

  • American Management Association reports that 90 percent of what sales gets from marketing is irrelevant and not being used.
  • Customer Relationship Management (CRM) promised to make sales more competitive but didn't. Seventy-four percent of organizations report low CRM adoption and find it's really a management reporting and pipeline management tool.
  • Harvard Business Review and Forbes report that legacy sales training has not shifted since the 1970's, and CSO Insights reports that 70 percent of sales training is gone 30 days after delivery.
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Tags: negotiation skills for sales

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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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