B2B Street Fighting Blog

how to be a good B2B salesperson today

Posted by Brian Dietmeyer on Wed, May 01, 2019 @ 04:27 PM

B2B buyers are now mimicking B2C buyers. We are all aware that the role of retail salespeople is dwindling as buyers buy online. All the  information is out there in terms of what everybody else thinks of the product, its features and benefits, how users perceive it, how your service is rated, etc., so we no longer need that sales rep. 

Read More

Tags: brian dietmeyer, sales enablement, precision guided selling

how to turn sales' best practice into common practice

Posted by Brian Dietmeyer on Tue, Jan 08, 2019 @ 04:39 PM

We win deals when we:

“Show customers how we meet their business needs at higher confidence and lower risk than alternatives.” (1)

Winning has become more difficult: close rates are at an all-time low (49.6%), and actually lower than the odds at a craps table! (2)

Why is this? One reason is the end of sustainable competitive advantage. Our value, competitors’ value, and customer needs are all changing real time. In order to win we need to map each transaction and prove how our value meets needs better than their alternatives. As salespeople we need access to real time content that helps us capitalize on a series of short term transient advantages.

We call this competing at the speed of change.

“79% of B2B buyers believe the content provided by sales reps is very influential in their vendor selection, yet 75% of sales content created by marketing is never used by sales.” (3)

Read More

Tags: sales enablement, 5600blue, precision guided selling

data-driven sales for the 21st century

Posted by Brian Dietmeyer on Mon, Sep 17, 2018 @ 04:36 PM

THE INVESTMENT

According to the Journal of Personal Selling & Sales Management, American corporations spend $7.2 billion every year on sales process, account management skills, negotiation, and opportunity management training—an average of $347,000 per company. However, beyond proprietary (and perhaps biased) consultants’ reports and high-level academic papers on change, little information is available on whether those making investments are achieving a return that is at least equal to—if not better than—what they are spending.

We are inclined to think that ROI is highly unlikely given the CSO Insights report that stated: only a quarter of reps consistently use their company’s accepted methodology more than half the time, only 10% resolutely (greater than 90% of the time).

Read More

Tags: sales enablement, sales and negotiation

senior leadership: fertilizer for your growth strategy

Posted by Brian Dietmeyer on Tue, Mar 13, 2018 @ 03:45 PM

Senior executives know that, beyond mergers and acquisitions, a company’s growth is driven one deal at a time by the way salespeople sell and negotiate. That’s why American companies spend $7.2 billion every year(1) on sales and negotiation methodologies. But beyond proprietary (and perhaps biased) consulting reports and high level-level academic papers on change, there’s little information available on whether those investing are actually achieving a return on their investment. 

Read More

Tags: sales enablement, business relationships in sales, growth strategy, enable your growth strategy, sales training initiatives

who drives the negotiation bus?

Posted by Brian Dietmeyer on Fri, Dec 08, 2017 @ 11:19 AM

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

Tags: negotiation strategies in business, sales enablement

the emergence of sales enablement

Posted by Marie Dudek Brown on Fri, Jun 02, 2017 @ 08:33 AM

Revenue goals are up, the win rate of the sales team is down, way down. These amongst other reasons have created a need and filling it is a relatively new function that is starting to gain momentum: Sales Enablement.

Read More

Tags: affiliations, sales enablement, podcast

Think! named to Inc. list of
America's fastest growing private companies

Think! named to Inc. 500|5000

about this blog

The B2B Street Fighting blog brings you the latest on what's happening in the real world of business negotiation.

Contact Think!


complete below to get NEW posts
delivered to you

our must-read books on business negotiation

Whether you are in sales or procurement, we have the books you need to read.

For sales professionals:

B2B Street Fighting

For procurement professionals:

negotiation blueprinting for buyers

 

Sales-Negotiation-Training-