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

  • Proving the Value of the Pricing Function

    Executives understand the value of functions like sales, marketing, and finance---but pricing often has to justify their very existence, over and over again. In this recorded training seminar, learn how to demonstrate the results and metrics that can earn you a seat at the big table.

    View This Webinar

  • Managing Risk in B2B Pricing

    Whether real or perceived, it's always best to take a proactive approach to managing and mitigating risk in B2B pricing. In this session, learn how to mitigate pricing risks before they can manifest.

    View This Webinar

  • Building Pricing's Credibility with Sales

    Sales often views Pricing with skepticism and doubt. And as a result, they disregard our suggestions and ignore our recommendations. What can we do to get them to see us as a trusted partner?

    View This Webinar

  • Getting to the Right Number

    In this Expert Interview, Walter Paczkowski shares his perspectives on the challenges and opportunities he's identified in his work using advanced quantitative techniques to set better prices.

    View This Interview