B2B Street Fighting Blog

sales training spotlight: negotiation blueprinting

Posted by Marie Dudek Brown on Wed, Jul 17, 2019 @ 07:57 AM

You could argue that when it comes to sales success, no skill is more important than negotiation.  

For reps and sales leaders, effective negotiation can often be the difference between a crushed number and a missed quota. The best sellers are able to “change the conversation” from price to value.

So how can you train reps and raise the overall negotiation competency of your organization to be among the best in the world?

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Tags: brian dietmeyer, webinars, effective negotiation

webinar: learn a consumable killer technique for sales

Posted by Marie Dudek Brown on Thu, Mar 15, 2018 @ 04:07 PM

Our own Carrie Welles is presenting an enlightening webinar on Thursday, March 22, 2018 in association with the Strategic Account Management Association (SAMA). This 11am ET session will provide empirical research, and street level examples, for how best to package and present your value. Find out more and register by clicking on link below.

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Tags: negotiation skills for sales, webinars, affiliations, Carrie Welles

what's all the buzz on precision guided selling?

Posted by Marie Dudek Brown on Thu, Oct 09, 2014 @ 09:44 AM

In case you were in the middle of closing a huge deal and  missed the live webinar on October 7 entitled "Are You Teaching Your Sales Reps to be Fighter Pilots?" the recording is now available.
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Tags: webinars

WEBINAR: Are You Teaching Your Sales Reps to be Fighter Pilots?

Posted by Marie Dudek Brown on Wed, Oct 01, 2014 @ 01:31 PM

During the height of battle, a fighter pilot will have to assess and act upon up to 17 different pieces of information to win their battles. Do your reps have the right information at the right time to win their deals (battles) quickly and repeatedly?
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Tags: webinars, affiliations

IACCM webinar - Committing to Buying Value & Selling Value

Posted by Marie Dudek Brown on Fri, Aug 30, 2013 @ 12:59 PM

Thought I'd share with you this information about an upcoming, complimentary webinar from IACCM about something near and dear to our hearts, the business value conversation.  Take a look below at the webinar description from the IACCM website:

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Tags: webinars, affiliations, negotiation skills for buyers

leveraging patterns in negotiation webinar recording available

Posted by Marie Dudek Brown on Fri, Jul 27, 2012 @ 03:04 PM

In case you missed the Breakthrough Selling Strategies: Leveraging Patterns in Negotiation webcast earlier this week, the recording is now available.  Here are some highlights of Brian Dietmeyer's presentation:

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Tags: webinars

breakthrough selling strategies: leveraging patterns in negotiation

Posted by Marie Dudek Brown on Mon, Jul 23, 2012 @ 12:04 PM

Sales & Marketing Management magazine and their community for networking and peak performance, SMM Connect,  announce a new webinar:

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Tags: business negotiations, webinars

leveraging patterns in business negotiation

Posted by Marie Dudek on Wed, Jun 13, 2012 @ 02:11 PM

Have you ever recognized any patterns when you are negotiating business deals?  Negotiation has long been thought of as a soft skill or a set of counter tactics in response to a random tactic from the other side. Over the last 15 years this myth has been disproved.

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Tags: business negotiations, brian dietmeyer, webinars

mark your calendar now for this webinar on sales and negotiation

Posted by Marie Dudek Brown on Fri, May 11, 2012 @ 03:05 PM

Sales & Marketing Management magazine and their community for networking and peak performance, SMM Connect, announce a new webinar: Breakthrough Selling Strategies: Leveraging Patterns in Negotiation. This webinar will be held on Tuesday, July 24, 2012 at 10am Pacific / 1pm Eastern. Mark your calendars now!

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Tags: brian dietmeyer, webinars

usual tactics no longer work in negotiating business deals

Posted by Marie Dudek Brown on Fri, May 04, 2012 @ 10:14 AM

Move beyond the usual listing of tactics surrounding business negotiation and listen to an alternative concept of negotiation as a predictable and repeatable process.  You'll hear about three specific counterpunches that any negotiator can employ to improve their success rate. Learn how to change any negotiation, including sales conversations, from one focused on price to one that considers the importance of value to the customer. 

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Tags: negotiation skills for sales, brian dietmeyer, webinars

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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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