B2B Street Fighting Blog

what 2 questions assist you in being an effective negotiator?

Posted by Marie Dudek Brown on Wed, May 29, 2013 @ 04:50 PM

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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Tags: negotiation strategies in business

achieving sustainable organic growth

Posted by Brian Dietmeyer on Tue, May 21, 2013 @ 09:22 AM

Today. if a B2B company is to survive, much less flourish, it must be able to achieve sustainable organic growth. And there are many resources available to help such companies develop the two primary drivers they need to do so— providing differentiated customer value and being compensated in alignment with that value.

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Tags: brian dietmeyer, negotiation strategies in business

improving sales | negotiation competency

Posted by Brian Dietmeyer on Tue, May 14, 2013 @ 04:27 PM

Typically sales organizations approach training consultants to relieve a source of acute pain. Most often this pain is felt as commoditization attempts by professional buyers, price and margin pressure, irrational competitive behavior, and internal stakeholder dissatisfaction with sales.

Companies generally set themselves up for failure when they search for a stand-alone training class that focuses on solving acutely painful elements. Ultimately, they omit consideration of less obvious needs, ones that might be causing the pain.

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Tags: brian dietmeyer, negotiation strategies in business

a grim fairy tale of margin and brand equity erosion

Posted by Brian Dietmeyer on Mon, Apr 15, 2013 @ 04:33 PM

Once upon a time there was a negotiating marketplace where the sellers were comprised of huge multinational companies. These sellers were distributed throughout 25 industries. All the sellers had massive sales forces, many of which were the cream of the crop, from national and global account managers to the leadership. These salespeople and their leaders focused on the largest and most profitable customers for their companies. 

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Tags: negotiation strategies in business

are you satisfied with your internal deal-approval process?

Posted by Brian Dietmeyer on Tue, Mar 05, 2013 @ 10:03 AM

The connection between the sales function and corporate strategy is tenuous in many B2B companies. Even when given clear direction of their company's revenue, margin, and expense targets, Sales is mostly on their own to determine how they will go about achieving those targets while satisfying the needs of other cross-functional stakeholders in the organization. Departments whose objectives are impacted by Sales behavior implement siloed processes to protect their priorities, often frustrating the sales organization and doing nothing to enhance deal making or the customer experience.  And these gaps between sales and marketing, and other functional areas, too, are taken for granted in many industries.

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Tags: negotiation strategies in business

3 factors for failure in implementing sales training initiatives

Posted by Marie Dudek Brown on Fri, Feb 08, 2013 @ 11:29 AM

If American corporations spend $7.2 billion* every year on sales processes, account management skills, negotiation, and opportunity management training, why aren't these training initiatives being interwoven into the "DNA" of the organization? Interestingly enough, three factors are cited most frequently in our research for failure to implement training initiatives:

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Tags: negotiation skills for sales, negotiation strategies in business

sometimes the opponent is you!

Posted by Brian Dietmeyer on Wed, Jan 30, 2013 @ 11:21 AM

Sometimes your company's approach to or attitude about business negotiation actually works against you at the negotiating table.

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Tags: negotiation strategies in business

connecting value-generating strategies to value-compensating tactics

Posted by Brian Dietmeyer on Thu, Jan 03, 2013 @ 01:19 PM

Despite the abundance of consulting, investments, training methodologies, and hype that focus on value - mining value, value statements, value selling, etc., - most of today's "tried and true" approaches fall short of helping B2B companies achieve a high level of competence at leveraging differentiated value for price premiums and risk reductions.  This is not surprising for two reasons:

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Tags: negotiation strategies in business

drive growth strategy one deal at a time

Posted by Marie Dudek Brown on Wed, Dec 12, 2012 @ 03:03 PM

Just how can companies develop and implement strategies that are responsive to today's business negotiation environment, where sellers are facing more complex negotiations, more professional buyers, more irrational competitive behavior, and more internal negotiation?  All of which are making negotiating even more difficult!

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Tags: negotiation strategies in business

2 differing views on managing business negotiations

Posted by Marie Dudek on Tue, Dec 04, 2012 @ 09:11 AM

Some of our recent research shows some interesting and significantly differing responses from C-suite executives and street-level sales professionals.

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Tags: business negotiations, negotiation strategies in business

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