Client Case Study
Situation
As the leading provider of business information for credit, marketing and purchasing decisions worldwide, D&B helps customers gain access to the world’s largest and highest quality global commercial business information. D&B Denmark, a strategic partner of D&B, is responsible for approx $6.3 Million in annual revenues.
D&B Denmark helps their customers perform a range of business analyses primarily through three products & services: Risk Management Solutions to mitigate credit risk, increase cash flow and drive increased profitability; Sales & Marketing Solutions to increase revenue from new and existing customers; and Supply Management Solutions to generate ongoing savings through supplier consolidation, and to protect their businesses from supply chain disruption and serious financial, operational and regulatory risk. Our engagement with D&B Denmark centered on their sales organization to include account managers and account specialists.
Complications
We conducted a negotiation needs analysis designed to map the internal negotiation structure within D&B Denmark and to capture both internal and external issues surrounding negotiation. It included D&B sales personnel, sales management, and sales account managers.
Because the goal of the analysis was to determine if—and, if so, why—a Sales Negotiation Initiative was needed, the line of questioning included market conditions, sales process implementation, value proposition effectiveness, competition, consequences of no agreement, trades, the company’s internal conditions, training implementation, and coaching precedents.
When the needs analysis was complete, the following key sales negotiation issues were identified:
Approach
In order to address these issues, we recommended a comprehensive Negotiation Solution rather than a series of isolated training events with four key steps:
Results
In four months:
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