B2B Street Fighting Blog

enable your growth strategy

Posted by Brian Dietmeyer on Mon, Oct 15, 2018 @ 04:41 PM

Senior executives know that, beyond mergers and acquisitions, a company’s growth is driven one deal at a time through the effective sales and negotiations of their direct and indirect salespeople.

That’s why American corporations spend $7.2 billion (1) every year on sales processes, account management skills, negotiation, and opportunity management training. That’s an average of $347,000 per company, according to Selling Power. But beyond proprietary (and perhaps biased) consulting reports and high-level academic papers on change, there’s little information available on whether those that invest money are achieving a return on their investment that’s at least equal to—if not better than—their cost of capital.

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Tags: enable your growth strategy, sales training initiatives

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. 

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

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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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