Buyer-Centric Negotiating: Improve Profitability without Jeopardizing Relationships

Speakers

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VP, Sales Enablement Services, SPA & SPASIGMA
Photopadproject
Director of Sales Enablement, SPA & SPASIGMA
Skip t
Master Negotiator and Trainer, SPASIGMA
Webinar Details
  • Date and Time
    Thu, Oct 24, 2019 at 11AM Pacific / 2PM Eastern
  • Duration
    1 Hour
  • Cost
    $0 (Free)
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  • The "Sign in" link will NOT appear until one hour before the webinar start time.

Description

Negotiating. It’s tough, right? How do you do it in a way to maintain your margins without destroying client relationships? It definitely requires a buyer-centric, win-win approach, focused on understanding your buyers’ interests and what they value, rather than just their positions.

In this webinar, Mike and Doug are joined by master negotiator, Skip Tucker, who will layout the path forward to buyer-centric negotiating that improves your profitability without jeopardizing your client relationships.


About Mike Kunkle

Mike Kunkle is a respected sales transformation architect and internationally-recognized sales training and sales enablement expert. He’s spent 34 years in the sales profession and 24 years as a corporate leader or consultant, helping companies drive dramatic revenue growth through best-in-class learning strategies and his proven-effective sales transformation methodologies. Today, Mike is the Vice President of Sales Enablement Services for SPA and SPASIGMA, where he advises clients, writes, speaks, leads webinars, publishes sales training courses, and designs sales enablement systems that get results.

You can connect with Mike on LinkedIn or follow him on Twitter at @Mike_Kunkle.


About Doug Wyatt

Doug Wyatt spent 10 years in an industrial B2B sales organization where he developed a suite of skills training and tools to drive revenue growth.

His initiatives established a track record of providing significant impacts in the performance of new sellers and veterans alike. Since joining SPA and SPASIGMA as Director of Sales Enablement, Doug has worked closely with clients to equip their sales teams with strategies, tools, and training needed to retain and grow revenue in today's evolving B2B marketplace. He has spoken at national sales industry conferences and led hands-on workshops to help attendees approach their own sales enablement and training efforts strategically. In 2019, Doug was recognized as a Sales Hacker Top 50 Award winner. Currently he is developing a number of training courses and sales analytics tools designed to accelerate growth in industrial B2B organizations.


About Skip Tucker

After paying his way through college and graduate school with a combination of the G.I. Bill and as a radio disk jockey, Skip Tucker was ultimately wooed out of broadcasting and into business. He has conducted seminars for over 30 years and has spoken to groups all over the world. He is highly sought after because of his light-hearted yet informative speaking style. His experience includes being the Director of Marketing for Metro Networks (Los Angeles), and the Director of European Operations for Lemco International, based in England. Skip’s clients have included Allied Signal Aerospace, American Power Conversion, AT&T, CVS Pharmacy, Halliburton, Hewlett-Packard, Honeywell, Hormel Foods, Lockheed Martin, M&M*Mars, Macromedia, McGraw Hill Publishing, Mobil Oil, Pacific Bell, Pepsi, Shell Oil, TRW, United Defense, all four branches of the Armed Forces, and the U.S. Department of Transportation.

Handouts

Handouts