Featured White Papers

"Improving Cross-Cultural Negotiation Performance: Key Considerations for Global Learning Leaders"

It's no secret that the amount of cross-cultural negotiation and its importance to bottom-line profitability has increased during the past decade. Learning leaders need to keep in mind the unique challenges of cross-cultural negotiation as they evaluate their options for developing the acumen of key employees in this critical area...

"Selling Value, Not Price: Six Keys to Executing Corporate Strategy"

Companies invest large amounts of time and money helping their sales teams develop territory and account plans to hit their numbers. Yet even the most comprehensive strategies won't succeed unless the skills to execute them are embedded and operationalized by salespeople every day. Learn more about the key principles high performers use to build better agreements and drive greater results...

"Wrong Turns, Right Turns: Building Value Through Profitable Sales Execution"

Over the past decade, BayGroup International has helped tens of thousands of sales professionals and managers improve their negotiating performance. This report, based on research from 121 companies, highlights the most significant challenges faced and "wrong turns" made by sales professionals. Learn more about these and about the "right turns" effective negotiators make...

"Best Practices Review: Building ROI by Boosting Sales Negotiation Performance"

In times of economic uncertainty it is often tempting to cut training budgets as a way to boost profitability. Yet many companies have found that certain skill development investments, when implemented strategically and supported properly, result in measurable improvements in short-term profitability. Learn more about how they did it...

"Negotiating Profitable Agreements: The Six Guiding Principles"

Thousands of negotiations occur everyday in most major corporations: your people negotiate with customers, with suppliers, and with each other. One thing is certain: every dollar your people give away in those negotiations is a dollar lost forever from your company's bottom line. Learn more about what high performers do that others don't...

"Profitable Purchasing Negotiation: New Approaches to Managing Critical Supplier Relationships"

Traditionally, purchasing professionals have focused on the competitive aspect of the buying process. This "old mindset" is characterized by an adversarial relationship between buyer and seller. Learn more about a new approach that yields dramatic results...

"Improving Customer Team Performance: The New Selling Imperative"

When it comes to selling, the days of the "Lone Ranger" are over. Today, successful selling is typically done in teams. To be successful, customer teams (those led by the relationship manager, including representatives from customer service, finance, technical support, marketing, and other organizations) must find new and better ways to work together, and develop innovative solutions for customers. Learn more about the "wrong turns" made by customer teams, and what it takes to avoid them...

"Rethinking Teamwork: The Power of Constructive Contention"

A frequent response to today's challenging, global business environment has been implementation of flatter, team-based organizations. Unfortunately, teams often fail to meet management's performance expectations. A significant part of the problem is the inability to handle an inevitable by-product of teamwork,: contention. What does it take to keep team members fully engaged, willing to share information, and focused on generating innovative solutions? Learn more...