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latest news from think!, inc.
breakthrough selling strategies – leveraging patterns in negotiation
Marie Dudek - May 8th, 2012
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!
This one-hour session will feature Brian Dietmeyer, President and CEO of Think! Inc.
Session Description
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. Brian Dietmeyer helps us understand why 97% of what happens in a business negotiation can be anticipated and – in many cases – prevented by a systematic use of data.
We will cover patterns for:
• The sources of value you can use to counteract commoditization attempts
• The data needed to counteract price and give away pressure
• The pattern of buyer behavior that can be predicted 97% of the time
• Why winners win and why losers lose
• How technology can be used to house and leverage these patterns
Who should attend: VP of Sales, Chief Sales Officers, Sales Managers, top sales and marketing
For additional information and to register, click on the button below. This webinar is brought to you by SMM Connect and there is no charge to attend.
B2B street fighting getAbstract available in multiple languages
Marie Dudek - April 10th, 2012
getAbstract now has its recommendation of B2B Street Fighting available in Russian, French, Portuguese and Chinese.
In this summary you will learn
■What the latest business-to-business (B2B) negotiating trends are
■How to get the best possible B2B deal during a negotiation
■How to use the “three counterpunches” to move the buyer from price to value
Из краткого содержания этой книги вы узнаете
■Какие тенденции сегодня наблюдаются в сфере корпоративных (B2B) переговоров
■Как добиться лучших условий на переговорах о торговой сделке
■Какие три контрприема помогут вам перевести переговоры от обсуждения цены к теме ценности ваших товаров и услуг
Ce résumé vous permettra d’apprendre
■Quelles sont les dernières tendances en matière de négociations business-to-business (B2B)
■Comment décrocher la meilleure affaire B2B possible durant une négociation
■Comment utiliser les trois ‘ripostes’ pour mettre l’accent sur la valeur et non le prix
Nesse resumo você irá aprender
■Quais são as últimas tendências na negociação business-to-business (B2B)
■Como se obter o melhor negócio B2B possível durante uma negociação
■Como usar os “três contra-ataques” para levar o comprador do preço para o valor
通过这篇书摘，您将了解到：
■企业对企业（B2B）谈判的最新趋势
■如何在企业与企业的谈判中达成对您最有利的协议
■如何运用“三步走”的回应策略，引导客户的注意力由价格转向价值
Cover updated on B2B Street Fighting
Marie Dudek - January 17th, 2012
A revised cover has been released for the B2B Street Fighting book, by Brian J. Dietmeyer. The text in the book has remained the same.
To request an excerpt of the book, click on the button below.
getAbstract recommends B2B Street Fighting
Marie Dudek - January 17th, 2012
The just released summary of B2B Street Fighting is now available from getAbstract. In this Abstract, you will learn:
1.What the latest business-to-business (B2B) negotiating trends are
2.How to get the best possible B2B deal during a negotiation
3.How to use the “three counterpunches” to move the buyer from price to value.
getAbstract recommends this intelligent approach to B2B sales reps and those who must negotiate with tough-minded buyers, winner-take-all procurement officers and savvy sourcing executives.
About getAbstract: Critical business knowledge in a flash! getAbstract offers you the largest online library of business book summaries. Thousands of the latest and most relevant business books – each summarized in five pages. Learn the key points of a book in just 10 minutes. From Finance to Management, Sales to Careers – you’ll never miss a trend!
To access the B2B Street Fighting summary, click on the button below. Available in PDF, Kindle, iPad, Nook, Sony, Blackberry and Palm versions.
get your seat at this negotiation table!
Marie Dudek - November 22nd, 2011
You can’t afford to miss this conversation!
Four experts in the area of business negotiation will be conversing on Wednesday, November 30, 2011 at 1pm ET. No PowerPoints, no scripts, no rehearsed responses, no B.S. Plus live questions by phone from the audience.
Selling To and Negotiating With Today’s Tougher, Strategic Procurers/Buyers/Sourcers
Panelists:
- Julie Thomas, President and CEO – ValueSelling Associates
- Brian Dietmeyer, President and CEO – Think! Inc.
- Ron D’Andrea, President – BayGroup International
- Stephanie Woods, Executive VP – Huthwaite
Click here for additional information and to register.
Selling To and Negotiating With Today’s Tougher, Strategic Procurers
Marie Dudek - October 31st, 2011
“The Internet is rife with webinars, but they are often scripted and contain more promotion than knowledge. We want to provide a forum for real discussion and differences of opinion,” comments Dave Stein, Founder and CEO of ESR. It’s ESR’s mission to help those seeking sales performance improvement solutions to find the right long-term partners. Stein is moderating this unscripted, unedited panel discussion on today’s hot button sales issues.
Join us online on Wednesday, November 30, 2011 at 1pm ET to listen, ask questions, and get valuable insights from these four industry leaders:
- Julie Thomas, President and CEO, ValueSelling Associates
- Brian Dietmeyer, President and CEO, Think! Inc.
- Ron D’Andrea, President, BayGroup International
- Stephanie Woods, Executive VP, Huthwaite
Stein says that promotion from the ESR panelists will be limited to the introduction of each speaker. The discussion is unrehearsed.
Now that’s refreshing!
Follow Think! Inc.
Marie Dudek - September 2nd, 2011
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Recorded Webinar: Three No-Nonsense Counterpunches to “I can get the same thing cheaper”
Marie Dudek - August 19th, 2011
How to change the conversation from the price of your products to the value of solutions
Based on six years of research and 15 years of practical application and consulting on over 20,000 B2B negotiations in 47 countries with companies like Microsoft, Coco-Cola, FedEx, American Airlines, Monster, Ryder, Alcatel-Lucent and Nalco, Brian talks about negotiating with a sales focus. Joining him in this conversation is Katharine Opincarne, Sales Curriculum Manager for Microsoft SMSG Readiness.
A bit of background: 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, contermeasures and body language analysis. Based on his new book, B2B Street Fighting, Brian will reveal that despite all its apparent moving parts and players, negotiation is a highly repeatable, predictable process. Our three no-nonsense counterpunches will train you to anticipate and neutralize 97% of buyer negotiation tactics. You will also learn how to use technology to aid in negotiation strategy and tactics.
This recorded webinar is now available for viewing at any time. Click here to access.
Live interview with Brian Dietmeyer on Business Success Radio
Marie Dudek - August 1st, 2011
On Tuesday, August 2, 2011, Brian Dietmeyer will be interviewed live by Wayne Hurlbert on Business Success Radio.
Says Hurlbert, “Sales and negotiation strategist, and author of B2B Street Fighting, Brian J. Dietmeyer describes a fresh approach to thinking about business negotiations. Brian moves beyond the usual listing of tactics and presents an alternative concept of negotiation as a predictable and repeatable process. Brian shares three specific counter-punches 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.”
Nalco Negotiation Initiative ROI Case Study Released
Marie Dudek - July 29th, 2011
With more than $4.25 billion in annual revenues, Nalco is the global leader of sustainability solutions for water, energy, and air. Operating within a global economic environment that translated into margins eroding, account attrition rates climbing and stalled technology deployment and new account production, Nalco chose to transform their own sales culture. The scope of this case study is Nalco’s Water and Process Services segment, and within that segment, the Key Account Management program.
John Stewart, a Global Strategic Account Manager at Nalco states, “Strategic negotiation is purposeful communication. The concepts and knowledge that we’ve gained through this disciplined process has allowed us to build a well thought out negotiation plan, every time. We now proactively drive the negotiation: putting choices in front of our customers that make them think and discuss new areas of value creation that we have introduced. We are able to stay the course more easily and maintain the integrity of our offers when we use this process. With all opportunities worth winning these are principles we will apply.”
