Pricing Best Practices, Research Reports, Training Courses and Webinars

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

  • Improving Your Price Lists

    For many, price lists are their primary means of delivering prices to the field. But because they are such blunt instruments, price lists are not ideal for price realization. So how do you improve performance using price lists?

    View This Webinar

  • Price Segmentation Attributes

    When developing a price segmentation model, it's not always easy to identify the attributes that matter most. In this session, we review core concepts, explore various attributes, and walk thru a basic development process.

    View This Webinar

  • Manage Your Customer Mix to Improve Profits

    It's natural to assume that you need to raise your prices or lower your costs to improve gross margins. But there's another powerful variable in the equation that can help grow profits.

    View This Tutorial

  • Making Sense of Pricing Technology

    Are pricing technologies all the same? Do the differences actually matter? What do we need? How do we choose? In this webinar, we cut thru the confusion to help you understand your options for technology-enabled pricing.

    View This Webinar