Consultative Sales and Marketing Blog

Step 2 – Gain Agreement on Next Steps – Negotiating to a win/win in B2B Sales

Dan Lemke — Wed, 30 Nov 2011 14:23:17 +0000

As we discussed in the article in August 2011, “Negotiating to a win/win in B2B”, we will be providing some ‘HOW TO’ thoughts for the nine steps mentioned in that article. This month’s article is about gaining agreement on what … Continue reading →

An Article from the Economist I thought you might find interesting!

Dan Lemke — Sun, 06 Nov 2011 20:07:16 +0000

I recently read this article by the Economist “The Art of Selling” (The death of the salesman has been greatly exaggerated), and thought you might find it of interest. A couple of thoughts! If you sell, manage, or market products … Continue reading →

End of the Year Sales Planning

Dan Lemke — Mon, 31 Oct 2011 21:46:23 +0000

We are going to take a break from the Art of Negotiating Strategies and Tactics series to bring back a newsletter from 2008. This month’s newsletter is composed of three articles that you may find of value as you race … Continue reading →

Step 1 is the Initial Meeting – Negotiating a Win/Win in B2B Sales

Dan Lemke — Fri, 30 Sep 2011 19:07:01 +0000

As I discussed in the article in August 2011, “Negotiating to a win/win in B2B”, I will be providing some ‘HOW TO’ thoughts for the nine steps mentioned in that article. This month’s article is about negotiating the first ‘substantive’ … Continue reading →

Negotiating a Win-Win in B2B Sales – The 9 Main Steps

Dan Lemke — Tue, 30 Aug 2011 17:14:31 +0000

If you search “negotiating” in Google, there are over 52 million possible items to read. Next, enter “The art of negotiating in business to business sales”, and there are still ~5 million items. What’s the point!? You can spin your … Continue reading →

How to Be Effective in Sales Using a 3 Legged Approach

Ken Jondahl — Sun, 31 Jul 2011 23:00:13 +0000

The sales people who are achieving the highest success have 3 areas in common, based on a recent survey by Achieve Global. Have a high understanding of the customers marketplace Stay alert to buying signals to close at the right … Continue reading →

How to Align Sales and Marketing Around a 3 Legged Stool

Ken Jondahl — Thu, 30 Jun 2011 23:00:33 +0000

The best of breed are aligning sales and marketing in 3 main areas. A common language How customers make buying decisions, (the buying process) A common sales method These 3 areas provide the best stability in the alignment of sales … Continue reading →

Buying Evaluation Plans Help Win More Opportunities

Dan Lemke — Mon, 30 May 2011 23:00:34 +0000

Last month we discussed the usage of a transition plan to gain consensus with the buying committee to move forward with the products and services offered. Let’s circle back to the beginning of the Evaluation Phase and discuss more around … Continue reading →