We recently conducted negotiation coaching for over $1b in revenue on over 100 renewal opportunities for a global client of ours. We weren’t training their new reps, but working with some of their most seasoned global account managers to help them be more strategic and successful. This consulting gave us the ability to confirm with a new level of conviction what we have been seeing in industries, cultures and companies for years. It is this:Read More
B2B Street Fighting Blog
We are happy to introduce you to the 5600blue e-book about Selling at The Speed of Change. Your value, competitors‘ value, customer needs and management priorities are all changing often. 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.Read More
Yesterday, sustainable competitive product advantage lived happily alongside annual strategic planning, static customer needs and all the legacy sales enablement solutions designed for this same world. In today's market, your value is shifting constantly as is that of your competitors. Ditto for the needs of your customer. What Strategic Account Managers need is specific, customized and actionable data that helps them compete at every stage of the new buy/sell cycle with technology that houses the data all in one place.Read More
Ask salespeople why they win and they say "relationship" and why they lose, they say "price." Our win/loss practice leader Hugh MacDonald has executed over 20 billion dollars in win/loss reviews over 12 years and points to a different reason; "Salespeople win when they show customers how they meet their needs at higher confidence and lower risk than alternatives." In fact, we believe this is the very definition of business value; how you meet customer need incrementally better than an alternative.
Both Strategy& (formerly Booz & Company) and the blog strategy+business point to the emergence of "little data," a phrase we began employing a few months ago.Read More
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.Read More
American corporations spend $7.2 billion* every year on sales processes, account management sills, negotiation and opportunity management training. That's an average of $347,000 per company, according to SellingPower. But there is little information available on whether or not those investing the money are achieving a return on their investment that's at least equal to -- if not better than -- their cost of capital.
You can't claim you're the value leader when everyone knows that in the final hour your prices will sink faster than the Titanic! Negotiation is no longer about pulling the perfect response out of an arsenal of a dozen, two dozen or 200 negotiation tactics to make a procurement officer magically buckle. Negotiation is not a soft skill that's strictly the domain of sales professionals. It's not a necessary evil that concludes the sales cycle.
While having general agreement on a particular way to negotiate deals is beneficial to the entire organization, what is more beneficial is providing individual negotiators with ample flexibility to address their own situations within those guidelines.
There's a notion that you never know what's going to happen in a negotiation. In fact, by answering two questions before you get to the face-to-face part of negotiation, the less likely you will be surprised by anything that comes at you. Listen to Brian Dietmeyer talk about these two questions in this short video.
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