SUMMARY Selling has evolved from personal skills and the belief that great sellers are born and not made to a business process. This evolution brought great value to companies by installing common process and creating common language. The next level of selling in the 21st Century has to move from: • Unclear or generic value statements on laminated cards • Complex deal approval processes • Blank form approach to segregated sales and negotiation training classes • Blank form CRM that is a tax on reps and doesn’t provide data TO them To: • Real time, living, breathing value ecosystems that can be leveraged one deal at a time to help customers make enhanced value based decisions • Deal parameters put in the hands of the sales team to improve effectiveness and efficiency of their decision making • An integrated approach to selling and negotiating (The Value Exchange) that reflects the way market decisions are actually made • Technology that not only reports back up but pushes data on value and getting compensated for that value to the deal level Brian J. Dietmeyer President, CEO Think! Inc. 312-925-9326
bjd@e-thinkinc.com Think! Inc. was founded in 1996 by Dr. Max Bazerman, a Harvard Business School professor and member of the Harvard Project on Negotiation, and Brian Dietmeyer, who held numerous positions over a period of seventeen years with Marriott International, ending his career there as VP, National Account Sales. Brian is also the author of Strategic Negotiation (with Rob Kaplan) and B2B Street Fighting. Since its inception, Think! has worked on over 20,000 business negotiations in forty-seven countries with companies such as Coca-Cola, Microsoft, United Airlines, Alcatel-Lucent, Merck, and Allstate. www.e-thinkinc.com
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Think! Inc.