Beat your competition – focus on the customer

Sales Training Connection

Beat your competition. Beating your competition … today’s it’s likely that you are facing more and better competition than in times of yesteryear. First, a competitive edge is rarely achieved by knocking your competition. You are the competitive edge.

The Benefits of Completely Bashing Your Competition

Understanding the Sales Force

Does bashing your competition ever work? Dave Kurlan election sales assessments objective management group Donald Trump beating the competition hillary clintonmeowu%20/ 123RF Stock Photo">Image Copyright: 123RF Stock Photo. The circus will be coming to an end in just under 2 weeks.

Will You Win in Head to Head Competition?

Sales Benchmark Index

Article Corporate Strategy b2b sales competition head to head competition strategic alignment

Beating the competition in an undifferentiated market

Sales Training Connection

Unfortunately with global competition and advanced manufacturing technologies, those days are rare and if they do occur they are difficult to sustain. Here are two strategies: Better understand the competition as viewed by the customer. Managing the competition.

6 Ways to Separate Yourself from Your Competition

The Sales Hunter

Blog Consultative Selling Customer Service leadership Professional Selling Skills competition sales competition sales leadershipWhat makes you different from your competitor? Why should a potential customer give you the time of day when they already have too much on their plate?

How to Beat the Competition

Sales Benchmark Index

Lately, I’ve been asked by CEOs how their company compares with the competition. Competitive differentiation often comes down to sales and marketing effectiveness. A mystery shop focuses on a number of factors that compare you with the competition.

3 Tips to Determine Your Competitive Advantage

Sales Benchmark Index

Competition: The Invisible Enemy of Compensation Planning

Sales Benchmark Index

HR leaders want to know what the competition is paying. Competitive intelligence is the key. It describes how to get the competitive intelligence you really seek. It also includes a Competitive Compensation Analyzer to identify your unique situation.

Who is Your Sales Competition?

Anthony Cole Training

Who is your competition? Something more introspective, with some salespeople saying the answer is that they are their own worst enemy…that they are the competition…kind of a “I have met the enemy and it is me” kind of deal.

The Real Competition

Bernadette McClelland

The real competition is ‘no change’. We think it’s the company that sells the same as us, Or the paperwork we have to do, Or the meetings we have to run, Or the slackness of our admin team, Or the lack of urgency of our buyers.

Why Following The Competition Will Lead You Astray

Sales Benchmark Index

Sales Leader Buyer Behavior competitive differentiation Small Company Sales Leader Resources A salesman and an economist are walking down the sidewalk. All of a sudden, the salesman looks down and sees a twenty dollar bill.

Change With Your Customers, Not The Competition

Sales Benchmark Index

Many Sales VPs are innately aware of the competition. They even track their peers’ marketing and competitive messaging. Whether your industry is mature or rapidly evolving, you must remember: Change with your customers, not your competition.

Win More Competitive Deals with Exceptional Storytelling

Sales Benchmark Index

In this post we will explore the power of storytelling in competitive deals. It is the reason you lose competitive deals you think you should have won. If your competition tells a more compelling story, they are in position A.

How to Talk About Your Competition

Score More Sales

Before the New England Pats played the Pittsburgh Steelers in the 2017 AFC Championship game, the media asked a lot of questions – as always. Quarterbacks Tom Brady and Ben Roethlisberger together have six Super Bowl rings. What bad things do they say about each other? B2B sales strategy

3 Tips for Ultimate LinkedIn Competitive Intelligence

Sales Benchmark Index

In my last post , I discussed gaining competitive intelligence in an online world. Competitive intelligence has never contained so much information. An alternative might be Competitive Intelligence Through Your Connections.

Redefine the competitive landscape – win the day

Sales Training Connection

We thought the insights were applicable to Sales and how salespeople can win against their competition. Let’s take a look at how to leverage the underlying redefining spirit of these ideas in the competitive B2B landscape. Differentiating Yourself in Your Customer’s Eyes.

Competitive Intelligence Just Got Easier with Rival IQ

Fill the Funnel

“ What is going on with the competition? If gaining and maintaining a competitive advantage is of interest to you and your company, I recommend you sign up and explore Rival IQ. Original article: Competitive Intelligence Just Got Easier with Rival IQ ©2012 Fill the Funnel.

10 Quick Tips On Gaining The Ultimate Competitive Advantage

MTD Sales Training

Prospecting competitive advantage prospecting skillsSales is one of the most fluid of industries, mainly because of the massive amount of changes that it has been involved in over the years. The only consistent factor that has existed has been change. [[ This is a content summary only.

How to Deal with Price Competition

The Center for Sales Strategy

If you are in sales, you can’t avoid price competition altogether, but you can take steps to reduce the focus on price. You need to behave in such a way that you are working with the prospect to create specific value, using your product or service as part of the solution.

Dale Vermillion: 3 Ss to Selling Success in a Competitive Rising Rate Market


The post Dale Vermillion: 3 Ss to Selling Success in a Competitive Rising Rate Market appeared first on Velocify: High Performance Sales. The biggest mistake loan officers are making today is they’ve become transactional in their sales efforts.

3 Steps to Combining Social Media & Competitive Intelligence

Sales Benchmark Index

Competitive Intelligence is the action of defining, gathering, analyzing, and distributing intelligence…needed to support executives and managers in making strategic decisions for an organization.” You need to maintain a competitive edge over them, or at the very least hold even.

6 Quick Tips On How Sales People Can Gain The Competitive Edge

MTD Sales Training

Sales Tips competitive edge in sales sales success strategyMany salespeople have left their personal and career development up to their company, and that’s not a good thing. Your company and boss are up to their ears in working on the urgent stuff, the. [[ This is a content summary only.

What To Do When The Prospect Tries To Bash Your Competition

MTD Sales Training

Often during a sales interaction, the sales person will attack and downgrade their competition. While this is never a good thing for many reasons, it is even worse when the prospect starts bashing your competition. DEFEND the Competition and the Industry.

Customer Experience: Move Beyond the Competitive Deadlock

Sales Benchmark Index

Podcast Product Strategy Competitive Advantage competitor differentiatior customer experience design customer experience management Customer Experience rep customer strategy rob wentling

Your No. 1 Competitive Weapon

No More Cold Calling

Thanks to technology and globalization, competition is stiffer than ever. By this point, you’re already in a competitive situation, and your odds of closing a deal have diminished at least five-fold. What sets you apart from all those other companies?

How Sales VPs Prepare to Beat the Competition in Q1

Sales Benchmark Index

This post is written for the VP of Sales who cannot afford to lose competitive deals in Q1. Download the VP of Sales Competitive Loss Review. Yet, you are not moving fast enough to capture all of the competitive learnings you could after a loss.

Build great partnerships – create a competitive advantage

Sales Training Connection

Sales and the value of partners. Rosabeth Moss Kanter recently posted a great blog sharing three reasons why everything goes better with partners. She shares that even if you’re a “solopreneur” having great partners (e.g.,

Cracking the Competitive Advantage Code with Customer Experience Differentiation

Sales Benchmark Index

Today’s topic is understanding how to make the customer experience a competitive differentiator. As a guide to the conversation, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the customer experience design phase on pages 130.

How to Deal with Other Quotes, Proposals, and Competition

Inside Sales Training

Remember, competition will always exist, but you can beat it and win business if you’re prepared with proven and effective scripts like those above. The only worse than getting the competitor stall at the end of your presentation (something like, “Well, we’re looking at other quotes…” etc.)

How the Next Generation of Talent Management Is Your Strategic Competitive Advantage

Increase Sales

Yet if we want to be brutally honest, the next generation of talent management is your strategic competitive advantage. Talent Management business growth business model competitive advantage strategic competitive the next generation of talent management is your strategi competitive advantage

Blocking Sales Competition


Why is there so much talk about sales competition? How to build a competitive strategy, tips for analyzing your competition, how to attain a cost leadership position against your competitors and how to outsell your competitors pervade the thinking of most business people. The underlying strategic intent is to build barriers to competitive entry; erect a massive wall to prevent the hordes from entering your markets and taking your customers.

Avoid Competitive Erosion – Remain Relevant in a Changing Market

Sales Benchmark Index

There is a common question among Chief Executive Officers. How do I stay relevant in a changing market? Many industries are experiencing significant shifts. Disruptive technologies take root, or markets are saturated. The reasons are many. As CEO, your task. Article Sales Strategy changing market market growth market segmentation

Why Following The Competition Will Lead You Astray

Sales Benchmark Index

Sales Leader Buyer Behavior competitive differentiation Small Company Sales Leader Resources A salesman and an economist are walking down the sidewalk. All of a sudden, the salesman looks down and sees a twenty dollar bill.

Competition: The Invisible Enemy of Compensation Planning

Sales Benchmark Index

Article Corporate Strategy Sales Strategy compensation planning sales compensation

Realtors - Ignoring LinkedIn Is a Competitive Disadvantage

Increase Sales

I do believe ignoring this social media channel places these realtors at a competitive disadvantage, let me explain. As we are in the process of relocating, our home is up for sale.

Sales management: competition- a double-edge sword

Sales Training Connection

Ask most sales management whether they have ever used some form of competition as a management technique and most will answer – “yes – and if I must say so it worked great.”. Stories abound about how competition can be used effectively inside a sales team. Sales teams.

Customer Experience as a Sustainable Competitive Advantage

Sales Benchmark Index

Today in this post we will demonstrate how to make the customer experience a competitive differentiator. Product Strategy Video competitive differentiator customer experienceTo follow along the conversation, download our 10th annual workbook, How to Make Your Number in 2017.

Why Sales Stupidity is not a Competitive Professional Option

Babette Ten Haken

Sales stupidity is not a competitive, professional option. Especially within today’s digitally-connected, globally competitive industrial Internet of Things ecosystem. When that epiphany happens, sales stupidity is no longer a viable, competitive, professional option.

When It Comes to SMB Competition Do Not Confuse Awareness with Obsession

Increase Sales

Yesterday in speaking with two executives (Jim Fowler and Luke Christiano) from , I suddenly realize that many in sales confuse awareness with obsession when it comes to SMB competition. Being aware of your SMB competition is necessary.

Shape the customer’s decision journey – create a unique competitive advantage

Sales Training Connection

In the B2B market if you can shape the buying process that becomes a significant competitive advantage. A second common situation is the buyer is 20% through their buying process before they even contact the competitive selling organizations. Customers Buying Journey.