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How to Increase Sales Margin 1 Percent to 10 Percent and Lower Your Risk by Building a Negotiation Strategy into Your Sales Process
Date:3/1/2009

hat it happens at the end of the sales process," Mr. Dietmeyer said. "In fact, it is totally predictable and you can improve results dramatically if you plan for it and build the right activities into your sales process up front."

This webinar will be the eighth in a series Mr. Webb's company has sponsored to demonstrate ways kaizen can enable specific, measurable increases in revenues and reductions in sales and marketing costs in 90 days or less. "The language and culture of sales and marketing can be fully connected to kaizen and process improvement approaches. More companies need to understand how easy and valuable these new approaches are," Mr. Webb said.

Mr. Dietmeyer is a 20+ year veteran of sales, marketing and strategic planning. As Vice President with Marriott International, he led the National Account, Territory Management, Telemarketing and Teleconferencing Sales Forces. He's a frequent public speaker and had published articles on Negotiations, Marketing Research, Business to Business Relationships and Adding Value. Brian is the author of Strategic Negotiation (released 2004) and B2B Street Fighting (release date 4/09). He has been VP of Marketing on the Board of Directors for Strategic Account Management Association (SAMA) and was the Chairman of the MPI Adult Education Foundation Board. He completed his undergraduate studies at DePaul University with a degree in Liberal Arts. He holds a Masters Degree in Management from The JL Kellogg Graduate School of Management at Northwestern University. He founded Think! Inc. in 1996 with Dr Max Bazerman of the Harvard Business School. Their firm has worked with many Fortune 500 firms like Coca-Cola, FedEx, Lucent and United Airlines in nearly 50 countries around the globe. Brian can be reached at (312) 925-9326 or at bjd@e-thinkinc.com.

Michael J. Webb, President and founder of Sales Performance Consultants, is the foremost expert on sales process improvemen
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