Competition Demand Generation Sales Cycle Workshop 
Product Management University
FEBRUARY 12, 2024
We pitched the idea to our corporate marketing team as they had the demand generation budget. The fact that we were offering a trial period meant almost no demos or sales cycles. In the remaining 6 months, we generated $1.2 Competitive Differentiation The lead story here is not a feature comparison matrix.
The Pipeline
JUNE 15, 2011
Status Quo has been a central theme and concept in B2B sales since it has evolved as a craft. For some it is the “competition”, encouraging sellers to focus on the buyer’s circumstance and market view rather than product. Demand Generation. EDGE Sales Process. Sales Bloggers Union.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
The Pipeline
AUGUST 26, 2011
How can the resources the customer purchases ensure that they will have a competitive advantage? The customer should understand what value they add to their market that the competition does not. Ian knew who the competition was but could not state what value he added that his competition did not. Demand Generation.
The Pipeline
FEBRUARY 3, 2012
One approach that intrepid leaders can look to is too shrink the size of territories, based on a number of factors driven by deal size, length of cycle, nature of the offering (new or mature), is the focus margin or market share, is there opportunity for organic growth, or strictly competitive account growth, and others. Sales Cycle.
The Pipeline
APRIL 30, 2011
12:45 PM EDT – Anthony Iannarino: Building Your 13-Week Sales Success Plan. 1:30 PM EDT – Harlan Goerger: Success with the New Sales Paradigm: Different Thinking Brings Different Results. 2:15PM EDT – Dave Stein: Sales 101 Isn’t Enough: Advanced Selling Capabilities for Outselling Your Competition.
The Pipeline
MAY 7, 2011
12:45 PM EDT – Anthony Iannarino: Building Your 13-Week Sales Success Plan. 1:30 PM EDT – Harlan Goerger: Success with the New Sales Paradigm: Different Thinking Brings Different Results. 2:15PM EDT – Dave Stein: Sales 101 Isn’t Enough: Advanced Selling Capabilities for Outselling Your Competition.
The Pipeline
JANUARY 16, 2012
TS: OK, but once they engage with prospect, there is not much selling, no competition, buyers just want to know where to sign. Had I allowed myself to go down the “wow is me, we are different” road, there would have been no sale, or a much longer sale cycle. Sales eXchange , Sales Success , Tibor Shanto.
Expert insights. Personalized for you.
59 
Let's personalize your content