March 5 Webinar

How to Increase Margin 1% to 10%

and Lower Your Risk by Building a Negotiation Strategy

into Your Sales Process

March 5, 2009, 3:00pm Eastern Time

I’m Michael Webb, and I'm the author of "Sales and Marketing the Six Sigma Way" (Kaplan, 2006). My team and I have helped dozens of companies such as MAQUET, Thermo Fisher Scientific, Marriott, WaterFurnace, DDI, and many smaller companies to identify bottlenecks, change behaviors, increase close ratios, and improve forecast accuracy by applying the concepts of lean and six sigma to their sales and marketing departments. I delivered the keynote addresses to the first two conferences ever held on applying Six Sigma to marketing and sales and have extensive sales training facilitation and field coaching experience with hundreds of sales people and managers in the U.S. and Canada.

For this event I’m teaming with Brian Dietmeyer, cofounder of Think! Inc. His firm has worked with many Fortune 500 firms like Coca-Cola, FedEx, Lucent and United Airlines in nearly 50 countries around the globe. a sales negotiation and consulting firm serving Fortune 500 companies. He was formerly a Vice President with Marriott International, leading the National Account, Territory Management, Telemarketing and Teleconferencing Sales Forces. He’s also been on the board of directors of the Strategic Account Management Association, is a frequent public speaker and had published articles on Negotiations, Marketing Research, Business to Business Relationships and Adding Value. He is the author of "Strategic Negotiation" (Kaplan, 2004), and the soon to be released "B2B Street Fighting."

Threatening economic times like these place immense pressure on the relationships between buyers and sellers. Buyers pitilessly negotiate every possible penny out of their suppliers. Sellers often approach each negotiation as if it were the first, and can feel unprepared to fight back, resulting in reduced margins and increased risks in the deals they accept.

Brian Dietmeyer thinks that companies can negotiate far more effectively to defend their margins, reduce their risks, while keeping their customers and even winning new ones. Brian is the author of soon to be released book titled “B2B Street Fighting,” and cofounder with Harvard University’s Max Bazerman of Think! Inc., a sales negotiation and consulting firm serving Fortune 500 companies.

Michael Webb and Brian will be presenting a way to integrate negotiation into your sales process via sales kaizen, the management system of continuous improvement. In this webinar, you will learn:

• the root causes of sales negotiation problems
• industry data supporting a process approach to negotiation practices
• how to develop a cause-effect diagram documenting your company’s negotiation problems
• the two questions that 97% of negotiation tactics boil down to
• a simple model you can use to enable your salespeople to negotiate more effectively
• a case study illustrating this approach
• how sales kaizen can enable your organization to negotiate better, and to sustain the gains that result

What attendees have said about SPIF! Webinars:

“It provided me with more robust tools to begin to shape out a project I have been working on in improving our sales approach overall.
Ruthann, Corporate Executive, Missouri

You get beyond the conceptual and get to Real documents and steps that you use. I have designed a couple of sales processes and am currently tweaking my own process for finding, winning and keeping customers for my consulting biz.
Mike, Consultant, Iowa

You’ll receive actionable information that will change the way you manage marketing and selling. You’ll gain a perspective on the kinds of sales tools and tactics that are possible, and how to develop them. The content in this webinar will be excellent for anyone who is concerned about how well their sales team identifies and positions their value.

The webinar is free to members of SPIF! – the Sales Performance Improvement Forum.

Non-members may attend the webinar for a fee of $47.00. All registered attendees will receive access to the recorded versions of the presentations.

Membership in SPIF! (optional) provides access to all previous webinars, the Print SPIF! newsletter, and private bulletin board forums.

Act now to reserve your spot for this unusually interesting event.