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.

Your #1 Competitive Differentiator

John Barrows

In my sales trainings I always ask reps what they think their #1 competitive differentiator is. If your team is your differentiator, do you think your competition is saying their team is terrible but their product is awesome? What do you think my #1 competitive differentiator is?

Will You Win in Head to Head Competition?

Sales Benchmark Index

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

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.

Establishing a Competitive Advantage through Brand

Sales Benchmark Index

Consistently outperforming the competition is a real feat. In this episode, Stephanie Ciccarelli, Co-Founder and Chief Brand Officer for Voices.com, shares how she used the power of re-branding to do just that. In the interview with Matt Sharrers, CEO of SBI, Stephanie demonstrates.

Competitive Advantage In Sales

Pipeliner

95% of business don’t know what their competitive advantage is. Jaynie Smith discusses competitive advantage with John Golden. This expert sales interview explores competitive advantage with topics such as: Defining competitive advantage. What is a competitive advantage?

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.

Sharpening Your Competitive Edge

Sales Benchmark Index

Magazine Sales Strategy

Essential Steps to Develop an ‘Unfair’ Competitive Advantage

Sales Benchmark Index

On this week’s SBI Insider Video Podcast we discuss the topic of competitive advantage. How to select your competitive advantage to win, how to validate it in the market and how to align the organization to deliver on the advantage. Corporate Strategy Video Competitive Advantage false differentiation marketing strategy uneconomic differentiation unsustainable differentiation

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.

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.

The Often Overlooked Competitive Advantage

Increase Sales

Many small businesses work very hard to stay competitive. However, far too many appear to overlook this one critical competitive advantage: 7-Rs of Talent Management.

[VIDEO] A Not-so-Friendly Cold Call Competition

DiscoverOrg Sales

What’s a little friendly cold call competition? It was an ordinary Tuesday morning for two salesmen … except that Robert is feeling a little extra competitive with his cold call skills. The post [VIDEO] A Not-so-Friendly Cold Call Competition appeared first on DiscoverOrg.

Competitive Sports are Like Professional Sales

Score More Sales

Not only had I raised one competitive athlete but we also provided a home-away-from-home in Seattle for players who played Major-Junior hockey in the Canadian Hockey League (CHL). CLICK HERE to Play Video (or click on image above). When my company was re-branded, I wanted a name that represented my views and my life. At the time, my son had been a successful Division I college athlete and moved on as a professional hockey player.

Sports 147

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.)

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?

Competition: The Invisible Enemy of Compensation Planning

Sales Benchmark Index

Article Corporate Strategy Sales Strategy compensation planning sales compensation

Win Loss Best Practices: Competitive Intelligence Leads to Strategic Decisions

Customer Centric Selling

Your competitive intelligence is very similar to the electricity in your wires. You can collect as much competitive intelligence as you like, but until someone uses it to power change in your company, it really isn’t effective at all. Competitive Intelligence for Strategy.

What Are the Keys to Packaging Your Services to Win in a Competitive Market?

Sales Benchmark Index

If the above is true for you, you are not alone – but the trend is shifting. To skip to the juice, Download the Packaging Services for Revenue Growth Assessment Tool. When we hear “services revenue” we often think of professional.

Blocking Sales Competition

Pipeliner

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.

Hurdle Your Competition by Implementing These Marketing Best Practices

Sales Benchmark Index

Joining us for today’s show is Greg Clark, the Chief Marketing Officer for Caliber Collision Centers. Greg’s audience consists of B2C consumers as well as B2B audiences. Greg has built the Caliber brand to embrace the customer through the entire.

The Ongoing Fear of Small Business Competition

Increase Sales

Fear of small business competition appears to be integrated into the DNA of many enterprising individuals. So much of those vital resources of time, energy, money and emotions are lost to the fear of small business competition.

How to Keep Your Eye on the Competition

Sales Benchmark Index

sales strategy Sales Leader VP of Sales Resources competitive differentiation Competitive Intelligence Sales VP A recent SBI post shared that 78% of sales strategies are hopeless. This finding is a result of SBI’s 8 th Annual Research Report.

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.

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 Owler.com , 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.

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

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.

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.

Competitive Edge Series: Winning It and Losing It

Bernadette McClelland

Competitive Edge Series: Winning It and Losing It Most of us at some stage in our lives have had a wake-up call. The post Competitive Edge Series: Winning It and Losing It appeared first on Bernadette McClelland.

A Quick Guide to Defining Your Competitive Advantage

Sales Benchmark Index

All markets have competition, but do you understand the best way to win? How well do you understand your competitors? Listen as my colleague, George de los Reyes, Principal at SBI, and I discuss how to increase revenue growth by. Corporate Strategy Podcast

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.

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

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.

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.

The New Face of Competition

Sales Benchmark Index

Everywhere you turn, there is more competition. The competition is clamoring for your customers and your piece of the market. Secondly, know how your competition engages your customers. The tool will help you understand the gap between buyer, competition, and your organization.

Your Source Of Competitive Advantage

MTD Sales Training

Sales Planning building your value competitive advantage selling against the competition When you are planning to see a prospect, there are many questions that go through your and their minds that will need answering. As you think through your offers and the solutions that would appeal. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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.

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?

15 Ways to Handle the Competition Objection

Inside Sales Training

We all face competition. Knowing how to handle the competition objection effectively can mean the difference between winning the sale or suffering that sinking feeling of having lost the business to someone else. There are several times you can handle the competition objection, but surprisingly most sales reps wait until it comes up at the end of their closing presentation.