Shifting the Balance of Power

Seven Ways Leading B2B Companies Are Arming Their Sales Teams to Protect Value and Margins When Dealing with Today’s Savvy Business Buyers

The balance of power in quoting and negotiations has clearly shifted in the buyers’ favor. And the trends certainly don’t bode well for the profitability of future interactions between buyers and sellers. But acknowledging the realities of the situation doesn’t mean you have to wallow in them.

In this report, you’ll learn about seven approaches that companies are using right now to strengthen their sales teams’ quoting, pricing, and negotiating capabilities. These are vital if you want to maintain the balance of power at its most powerful leverage point – at the point of sale.

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MindBrew provides real-world insights for business professionals. Our research and editorial teams gather insights from practitioners and industry experts all over the world. We pull together the actual experiences and practical know-how of these professionals who’ve “been there and done that”—seeking to identify the best practices across various industries, as well as the common problems and pitfalls to be avoided along the way. Our research and publications are available at:

Practical Research & Real-World Insights for B2B Pricing

Best Practices & Research to Make Your Sales Operation More Effective

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Shifting the Balance of Power