SellingBrew

Insights & Tips

Already a subscriber? Login

Become a subscriber and unlock an information arsenal focused on making your sales operation more effective.

Are B2B Salespeople Being Equipped to Negotiate?

Recently, we conducted a PulsePoll on the topic of negotiation training. Through this research, we wanted to understand the extent to which B2B sales teams were taking steps to develop and maintain these critical skills. We’ve put together a more complete How Many B2B Sales Teams Lack Negotiation Skills? to share more data and provide our observations, but here’s the headline:

Negotiation Training Breakout

Now…I know it’s risky to interpret polls these days…and I may have to rely on some really sophisticated statistical techniques to make this call…but I’m going to go out on a limb and say that not a lot of sales teams are being trained to negotiate.

And I’ll even go a step further and say that this is not good news…not good at all.

Why? Because a salesperson can’t possibly learn everything they need to know about negotiating profitable sales through osmosis! Because the professional buyers on the other side of the table are continually honing their “margin extraction” skills! Because discounts and price concessions can gut profits and depress customer lifetime values for years into the future!

And the list goes on.

But the good news is that you can close this costly capability gap. It’s just a matter of incorporating negotiation-specific training into your overall sales development program. That part is relatively simple and straightforward.

The hard part…as usual…is recognizing that you have a capability gap in the first place. So…you’re welcome! 🙂

Negotiation Ad SB

Get Immediate Access To Everything In The SellingBrew Playbook

Related Resources

  • Sales Process Improvement

    In this session, we share how to identify bottlenecks, develop procedures, and prioritize improvements. And, we discuss how to leverage technology to streamline and scale your sales processes.

    View This Webinar
  • Predictive Sales Analytics

    Predictive sales analytics has proven to be a powerful tool for improving effectiveness and boosting results at-scale. In this on-demand webinar, we demystify the core concepts and applications in sales environments.

    View This Webinar
  • Why Companies Lose or Win Strategic Sales

    What can analysis of over $6 billion worth of deals teach you about why companies win and lose sales? And what does the research say about the actions that can help you win more and lose less?

    View This Research
  • The Marketing Research Analysis Guide

    The Marketing Research Analysis Guide will help you interrogate your marketing research findings to gain strategic insights and identify opportunities for truly meaningful action.

    View This Tool