Wake up to Negotiation Reality!
Twenty years ago, keeping customers at any cost may have been acceptable negotiation practice. However today, deals are:
- becoming bigger
- becoming more strategic
- becoming more important for both sides
This marketplace transformation makes strategic, process-oriented negotiation more critical than ever. The Strategic Account Management Association (SAMA) article, in Velocity magazine, talks about how to transform your negotiations and avoid commoditization.
Too many sales professionals work in a state of negotiation delusion, though the marketplace is trying to shake them aware with ever-increasing commoditization. Are you one of them?
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