White Paper: Wrong Turns… Right Turns
As part of its work with major global corporations, RED BEAR conducted ongoing research with the goal of learning the answers to two important questions:
- What challenges do sales professionals face that keep them from negotiating more profitable agreements?
- What negotiation mistakes or 'wrong turns' do they make when they negotiate on behalf of their companies?
This report summarizes the findings from this research, highlighting the most significant challenges faced and 'wrong turns' made by sales professionals across many industries. Its findings also suggest the 'right turns' they need to make to build value through more effective sales negotiation...and what an organization needs to do to get its sales professionals to make those 'right turns' more often.
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