PricingBrew

Subscriber-Only Research

Already a subscriber? Login

Subscribe and get immediate access to this research, full access to our research library, and much more...

How Many B2B Sales Teams Lack Negotiation Skills?

Exploring the Results of a MindBrew PulsePoll on Negotiation Training for Sales Teams

Through our PulsePoll research, we wanted to understand the extent to which B2B sales teams were taking steps to develop and maintain these critical negotiation skills. As you review the results and read our observations, please keep in mind that our audience is skewed toward the leading edge of the best-practices spectrum. (In other words, these findings may paint a more optimistic picture of what's happening, relative to the general B2B environment.) Here's what you'll learn in this Research Brief:

  • What proportion of B2B sales teams are receiving formal training in negotiation?
  • What are the reported differences in negotiation skills and levels of competency?
  • Why might some companies be blind to deficiencies in the area of negotiation?
  • Is there an opportunity for significant improvement lurking behind the findings?

This research is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • Getting the Top Job in B2B Pricing

    How do you become a Vice President of Pricing at a multi-billion dollar B2B company? A great first step is to get some advice from someone like Dick Braun, the Vice President of Strategic Pricing at Parker Hannifin.

    View This Interview
  • Can You Benefit from Better Deal Management?

    Horror stories of unprofitable or poorly managed deals seem to be all too common in B2B. In this guide by Elliot Yama, learn the common causes of bad deals and four signs that your deal management process is lacking.

    View This Guide
  • Survival Strategies for Raising Prices

    In this on-demand training seminar, learn why some B2B companies struggle with price increases while others are able to do it with far less pain and angst. What are leading companies doing differently to execute price increases with far less risk, conflict, and uncertainty?

    View This Webinar
  • Effective Internal Marketing for Pricing Initiatives

    Pricing initiatives don't happen overnight and organizational support can wane over time. Without some thoughtful planning, initiatives can end-up fading into the background. Learn the approaches two companies used to keep support and momentum going.

    View This Case Study