Expertise
B2B Street Fighting receives two excellent reviews
Marie Dudek - April 25th, 2011
Find out what two reviewers have to say about Brian J. Dietmeyer’s new book, B2B Street Fighting – Next Generation Business-to-Business Negotiation.
The first is from one of Amazon’s top 50 reviewers, Charles Ashbacker, who summed his review up with “Some books contain value because they raise your awareness and for others the value is the hard content. In this case, both values are present.”
Click here to read Charles Ashbacker’s full review.
The second is from Wayne Hurlbert, the author of Blog Business World and the voice of Blog Business Sucess Radio. Hurlbert states, “This book will not only place any business sales person on equal footing with buyers, but will give them the upper hand in negotiations. The result will be more sales and better relationships with purchasing representatives and customers in general.”
Click here to read Wayne Hurlbert’s full review.
New book released: B2B Street Fighting – three counterpunches to change the negotiation conversation
Marie Dudek - April 18th, 2011
Based on six years of research and 15 years of practical application and consulting on over 20,000 B2B negotiations in nearly 50 countries, B2B Street Fighting will redefine how you think about negotiation.
Negotiation has long been thought of as merely a soft skill or a series of random verbal tactics. No more! Gone are yesterday’s long lists of tactics and counter-measures. B2B Street Fighting finally reveals that, despite all its many moving parts and players, negotiation is a highly repeatable, predictable process. By embracing the inherent complexity of B2B deals, the book’s three counterpunches train you to find and analyze the data you need to anticipate, prepare for and neutralize 97% of buyer negotiation tactics, including the scariest sentence you will ever hear: “I can get the same thing cheaper.”
Once and for all, B2B Street Fighting shows you how to change the negotiation conversation from the price of your products and services to the value of your solutions, and build value for you and your customers in every deal.
Click here to purchase B2B Street Fighting, by Brian J. Dietmeyer.
Click here to purchase B2B Street Fighting for your Kindle.
Sales Training Provider Evaluation Completed
Marie Dudek - March 9th, 2011
An independent industry analyst, ES Research Group, has just completed an evaluation of the negotiation training provided by Think! Inc.
ES Research Group maximizes the value of the relationship between the sales training buyer and the sales training provider through their knowledge base, experience, and guidance in making the right decision.
SAMA University Atlanta offers Strategic Negotiation in course offerings for February 2011
Marie Dudek - December 30th, 2010
The Strategic Account Management Association will include Strategic Negotiation: Claiming Value in a Negotiation and Turning In More Profitable Deals as one of strategic account management skill–building workshops in their February 2011 SAMA University being held in Atlanta.
About the workshop: The strategic account manager is uniquely positioned to undertake negotiations that will result in not just a good deal but a great deal. In this session you will bring an account negotiation with you and learn how to diagnose the underlying structure or “blueprint” of a negotiation so you can consistently start turning in great deals. This course shows strategic account managers how to use their relationships, access to information, teams and analytical abilities to forge blockbuster deals with customers.
Topics Covered:
- Determining and acquiring power in high-level, complex negotiations
- Developing strategies for dealing with irrational competitive offers
- Finding ways to create measurable business value by taking pressure off price
- Developing effective ways to negotiate solutions vs. price
When: Thursday, February 3, 2011
Course Requirements: Bring an account negotiation with you that we will work on and apply concepts to during the session.
For additional information and to register for this course, click here.
Successful Negotiation Strategies (Podcast)
Marie Dudek - November 1st, 2010
Richard Lane founded Engleby Associates to help sales people and sales managers be the best they can be. Lane spent his career in sales and sales management. His hot spot is crafting solutions that solve business challenges and create win-win value.
In this podcast, Lane speaks with Think! Inc.’s President/CEO about that all familiar phrase, “I can get the same thing from someone else, only cheaper.” During the conversation Dietmeyer explains how b2b negotiations really come down to just two things.
Listen to this short podcast. It may just change the way you sell forever… for the better!
Click here to access.
Changing the Conversation from the Price of Your Products to the Value of Your Solutions
Marie Dudek - October 15th, 2010
diagnosing the root causes of negotiating problems
Developed over the last ten years, the Think! proprietary diagnostic process provides the data needed to reach a deep understanding of the root causes of negotiating symptoms and success metrics before prescribing solutions. These solutions go beyond training to drive and integrate corporate negotiation competencies upstream into selling, systems, deal portals, contracts management and more, removing all the barriers to consistent, sustainable negotiating success.
Redefining Negotiation: Driving Adoption and ROI
Marie Dudek - September 14th, 2010
The Think! 3-phase approach to driving training adoption and ROI is based on primary research outlined in our white paper entitled “Enable Your Growth Strategy.”
We surveyed 20,000 sales executives, human resources managers and performance improvement consultants to determine if they had been involved with a sales training initiative that went beyond training and was successful in becoming deeply “embedded into the DNA of the organization.”
We found 150 companies that had done so and studied them further with surveys and focus groups. We know from this research that the quality of the Intellectual Property itself also drives adoption and ROI. It needs to be simple with recognizable benefits for the team and the organization that are both immediate and easily measurable.
Our 3-phase approach to business negotiation training is based on this research.
Using Technology to Combat 97% of Negotiation Tactics
Brian Dietmeyer - August 16th, 2010
There is a commonly held belief that negotiation is a random event; we never know what someone is going to say or do. For the longest time, many individuals negotiating business deals have thought this to be true. It has led to negotiation strategies that involve long lists of tactics, countermeasures, effective responses, interpreting body language and recognizing bluffing techniques. The problem is these tricks and tips cannot be scaled for a global sales force. More importantly… they just don’t work!
The most common verbal negotiation tactic in the world is…
Blended Deal Planning Solution Case Study
Marie Dudek - August 10th, 2010
Information Builders and Think! Inc. recently partnered in an attempt to reduce the time for salespeople being out of pocket for traditional instructor-led training by 50% and actually improve the quality of the solution morphing away from “training” to 100% live deal focus.
Participants completed web-based training prior to the instructor-led session, including the completion of a Negotiation Blueprint of their live deal. When they arrived at the workshop, they were able to concentrate on executing / practicing the strategy built over the web.
Information Builders’ Senior Vice President of Sales, Monte Roy, states:
“What I liked best about the Think! solution was the 100% focus on live Information Builders opportunities. We put over 100 negotiations through the process and had immediate impact. Furthermore, using the blended approach of technology and live consulting, we achieved these results with our sales team only being out of the field one day.”
Redefining Negotiation: Driving Adoption and ROI
Brian Dietmeyer - July 9th, 2010
The Think! three-phase approach to driving training adoption and ROI is based on primary research outlined in our white paper entitled “Enable Your Growth Strategy.” We know from this research that the quality of the Intellectual Property itself also drives adoption and ROI. It needs to be simple with recognizable benefits for the team and the organization that are both immediate and easily measureable.
What factors need to be considered when developing a sales training initiative around B2B negotiation? Let our research findings assist you in knowing what to consider.
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