Partners in Excellence

AUGUST 23, 2015

Recently, I was being interviewed on value creation and differentiation. I was asked the question, “What’s the difference between differentiation and dissimilarity?” This is where differentiation comes in. Differentiation is important and relevant in specific buying decisions.

Transportation 48

Transportation Siebel Sports Oracle 48

Bernadette McClelland

MARCH 11, 2018

Not dissimilar to Maslow’s Heirarchy of Needs, we can take our customer from the most basic of emotional needs of simply being satisfied through UX and CX, to the height of advocacy and loyalty. It is traditional Customer Experience disrupted by Customer Centric Execution ’.

Lead Rank 294

Lead Rank Loyalty Lead Scoring Face-to-face 294

Partners in Excellence

APRIL 23, 2021

Differentiation, Dissimilarity, Disruption MOVE Or Die! The post “They Are Just Cars, The Sales Process Is The Same….” first appeared on Partners in EXCELLENCE Blog -- Making A Difference. Related Posts: What Bumper Cars Teaches Me About Selling Auto Manufacturers and Dealers -- Will They Ever Learn? Are You Using "Sales GPS?"

Sales Process 109

Sales Process Government Enterprise Enterprise 109

Partners in Excellence

DECEMBER 8, 2019

Differentiation, Dissimilarity, Disruption Inside Sales Is Only Great For Transactional… ".Must Working backwards from how our customers buy always gives us greater insight into how we effectively and efficiently acquire, serve, retain, grow, and create value for them. Sadly, the research didn’t not assess this.

Comparison 62

Comparison Solutions Selling Relationals Consultative Selling 62

Partners in Excellence

NOVEMBER 4, 2018

There are the disruptive new approaches that turn industries upside down with a completely different business model and offering. Differentiation, Dissimilarity, Disruption. But today competition has changed. We all know the stories of Uber, AirBnB and others. To be honest, these are pretty rare.

Competition 77

Competition Cancellation Vendor Comparison 77

Partners in Excellence

JULY 21, 2019

Related Posts: Differentiation, Dissimilarity, Disruption "Customers Won't Buy Until They Are Ready To Buy" It's Not The SDRs' Fault! This frees up sales resources for those situations where sales people create the greatest value–dealing with the dynamics of complexity and human trying to make sense of what they face.

Banking 76

Banking Face-to-face Influencer Data 76

Partners in Excellence

FEBRUARY 22, 2018

I was advocating, “Disrupting customers’ thinking, getting them to recognize new opportunities, inciting them to change and buy.” Let’s take some “larger than life examples,” of disrupting customer thinking and inciting them to buy. ” This thoughtful individual, was upset with my position.

Customer 54

Customer Transportation Construction Conference 54