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latest news from think!, inc.
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
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
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
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…
Manage Smarter Article - The Bottom Line: Redefining Negotiation
Marie Dudek - November 27th, 2007
Keep your sales team from getting eaten alive
By Dave Stein, Founder, Chairman & CEO, ES Research Group
- as published in Manage Smarter, the online home of Sales and Marketing Management Magazine
Any sales manager will tell you that negotiation is one of the required skills for success in sales. Yet few salespeople are equipped to go one-on-one with the increasingly experienced and tough corporate buyers and purchasing officers with whom they must negotiate in order to make a sale.
Even some companies that provide guidance for pursuing the most complex sales opportunities not only leave money on the table, but allow the perceived value of their brand to be whittled away during negotiations.
To read the rest of this article, click here.
HBS Article: Dealing with the ‘Irrational’ Negotiator
Marie Dudek - October 3rd, 2007
- as published in Harvard Business School’s Working Knowledge for Business Leaders
According to Deepak Malhotra and Max H. Bazerman, chances are the main hurdle to smooth negotiation is behind one of three questions. When you label someone “irrational,” you limit your own options, as they write in Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond. The following except describes strategies and tactics to overcome another party’s counterproductive behavior and keep the deal on track.
These are ideas that anyone can put to use in multiple settings of business. As Malhotra and Bazerman observe, negotiation geniuses are made, not born.
To read the rest of this article, click here.
ITSMA’s article: Combating Commoditization and Upholding Value: Marketing’s Role in Shaping Negotiation Strategy
Marie Dudek - July 10th, 2007
ITSMA (IT Services Marketing Association) cites Negotiation for Sales Effectiveness research study results in their July 2007 e-zine.
According to a new research study by the Strategic Account Management Association (SAMA) and Think! Inc., a vast majority (80%) of the 361 study respondents said that “they see mounting irrational competitive behavior, such as competitors drastically lowering prices or giving away services.” This type of behavior, added Barrett Moore, a negotiation consultant at Think! Inc., is a problem because “giving away value tarnishes brand perception and signals competitors to do the same, lowering margins for everyone.”
To read the rest of this article, click here.
CPSA article, “How to Time Negotiation to Win the Deal”
Marie Dudek - April 19th, 2007
The Canadian Professional Sales Association’s e-newsletter, Sales Exchange, publishes article written by Brian Dietmeyer.
Timing is everything in negotiation - to get the upper hand you have to know when to start. We suggest you begin negotiation at precisely the same time that Livingston International, Canada’s leading custom broker and trade services company, does.
“We constantly get inquiries for our services; but we always ask ourselves, ‘Why are they interested in us?’” explains Tod Walton, Livingston’s Director of Business Development. “Unless we are certain that we can help the prospect do business better, we’re not going to pursue the opportunity.”
To read the rest of this article, click here.
Selling Power’s Gerhard Gschwandtner interviews Think! Inc.’s Brian Dietmeyer
Marie Dudek - April 18th, 2007
Selling Power, the most trusted site for professional selling skills, motivation and sales management know-how in the business-to-business environment, showcases interviews with Brian Dietmeyer, Think! Inc. President and CEO, on the Selling Power Daily Report website. To view videos, click on the appropriate link below.
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