Expertise
“I can get the same thing cheaper” (and other negotiating myths…)
Brian Dietmeyer - October 7th, 2008
How to Anticipate and Prepare for 97% of Verbal Tactics
Think negotiation is random and unpredictable? What if I told you 97% of verbal tactics globally follow a very, very predictable pattern? That’s what this research over the past three years just showed us. Actually, it astounded us! Read it and pass it on to your co-workers…
Brian Dietmeyer is a contributor to the Sales 2.0 Network
Marie Dudek - September 22nd, 2008
Sponsored by The TAS Group, the Sales 2.0 Network is sharing sales insight, hindsight and a little foresight. Check it out at www.s20n.com
Article in TrainingIndustry.com Intelligence Center e-newsletter
Marie Dudek - August 14th, 2008
In today’s market everyone wants to know … Are you going to make your number?
Recession, economic concerns, a slow-down in demand…….clearly, we are in the midst of change, and it is the agile organization that will fare the best during today’s challenging times. After many years of growth, organizations are having to focus and become more efficient and very aggressive in multiple areas in order to survive and grow their business.
To gain insight on how sales leaders are responding to today’s challenges, we tracked down sales executives from 14 national and regional companies to see what they are doing to rev up their company’s performance. These companies included manufacturers, distributors, and wholesalers. Our objective was to learn, and through this article, share insights that might be helpful to executives in all industries.
Click here for full article
Linear “Training” vs. Integrated “Solutions”
Brian Dietmeyer - July 22nd, 2008
Most organizations view training initiatives as a “linear” sequence of events. Unfortunately, this perspective fails to address the “interconnectedness” between the process of selling and the process of negotiating. If a sales force requires both sales and negotiation training, the all too typical approach is to first train the entire sales force on selling skills and then circle back and rollout negotiation training as a separate and seeminly unrelated activity.
At the risk of oversimplifying this relationship, selling (opportunity management) is about creating value in the mind of the customer while negotiation is about capturing that value in a deal which benefits both sides. They go hand-in-hand…
Chief Learning Office Article: Is Your Sales Training Effective?
Marie Dudek - June 4th, 2008
by: Lindsay Edmonds Wickman
American corporations invest heavily in sales training, spending approximately $7.2 billion each year, according to the Journal of Personal Selling. However, most organizations don’t know if that significant investment is actually paying off.
“You have to think of sales training differently because it has a different impact on your company,” said Brian Dietmeyer, president and CEO of Think! Inc., a global negotiation strategy consultancy. “You should expect a return on investment [because] sales is the growth engine of any company.”
To read the rest of this article, click here
Think! Audio \ Visual Library
Marie Dudek - April 27th, 2008
Selling Power video series:
Effective Business Negotiation
The Consequences of No Agreement
Prepare, Present and Negotiate to Win
ES Research podcast:
Redefining Business Negotiation
Sant webcast:
Client Result Videos:
The New School of Negotiation
Brian Dietmeyer - March 31st, 2008
You may be making negotiations harder than they have to be!
Negotiating a deal has been made more complex than it needs to be and that’s far worse than confusing, it’s disempowering.
What keep any deal afloat or makes it sink isn’t pulling one perfect response out of an arsenal of a dozen, two-dozen or 200 negotiation tactics. Whether you’re haggling over the price of a flea market watch or trying to close a global, multimillion-dollar deal, every negotiation hinges on only two elements…
Groundbreaking Whitepaper reveals companies don’t know if billions spent on sales training pays off
Marie Dudek - February 13th, 2008
Chicago, Ill. American companies spend $7.2 billion a year on sales training - that’s an average of $347,000 per company according to Selling Power magazine. Yet, most organizations are clueless about whether that investment is paying off, says a just-released whitepaper developed by Think! Inc. in conjuction with Selling Power magazine and the Professional Society for Sales and Marketing Training.
Enable Your Growth Strategy
Achieving ROI on a $7.2B Sales Training Investment
Click here to read the entire press release.
Click here to download the whitepaper
Enable Your Growth Strategy
Brian Dietmeyer - February 6th, 2008
Achieving ROI on a $7.2B Sales Training Investment
Senior executives know that, beyond mergers and acquisitions, a company’s growth is driven one deal at a time by the way direct and indirect sales people sell and negotiate. Why is it that some sales training initiatives are deeply imbedded into the DNA of an orgainization, while others become the “flavor of the month?”
Think! Inc. wondered the same thing and in conjuction with SellingPower and the Professional Society for Sales and Marketing Training just released the details of their research study on this question.
SalesXPress names Think! as third in its top 7 in 2007!
Marie Dudek - January 23rd, 2008
It never hurts to review what you’ve already learned, which is why SalesForceXPress brings you the seven most popular articles from last year’s e-newsletters as determined by click-throughs from readers.
#3 - Simplify Your Sales Negotiations
Negotiating a sale has been made more complex than it needs to be. That’s far worse than confusing, it’s disempowering. When it comes right down to it, says Brian Dietmeyer, President of Chicago-based consultant Think! Inc., every sales negotiation ultimately hinges on only two elements…
- About
- Methodology
- Capabilities
- Results
Expertise
Media Center
Archives
suite 100
chicago, illinois 60622 usa
phone: +1.312.850.1190
fax: +1.312.850.1180
info@e-thinkinc.com
international phone: +1.312.850.1190