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.

How to Keep Your Eye on the Competition

Sales Benchmark Index

You can get a copy of the report and sign up for a workshop here. 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.

Referral Selling Workshop: The No More Cold Calling Workshop.

No More Cold Calling

Home » The No More Cold Calling Workshop-->. The No More Cold Calling Workshop. So, if you want to know exactly what you need to do to change your prospecting tactics to generate more sales without being pushy and salesy, I will show you how to mine the San Francisco Business Times for leads, attract your ideal client, ace out the competition, rev up your sales, and convert prospects to paying clients more than 50 percent of the time. The No More Cold Calling Workshop.

What Happened at the End of the Workshop?

Your Sales Management Guru

What Happened at the End of the Sales Leadership Training Workshop? At end of the second day I always ask the participants what was the most interesting or important learning take-a-way from the workshop.

Sales Tips: The Keystone to Competitive Advantage

Customer Centric Selling

Sales Tips: The Quality of CRM Data Is the Keystone to Competitive Advantage. By Connie Schlosberg, Primary Intelligence.

Sales Tips: 7 Best Practices to Increase Competitive Win Rates

Customer Centric Selling

Sales Tips: 7 Best Practices to Increase Competitive Win Rates. By Connie Schlosberg, Primary Intelligence.

How to Boost Your Credibility at a Trade Show

The Sales Heretic

Your competition is everywhere. Sales credibility marketing prospect seminar trade show tradeshow training workshopA trade show is a challenging sales environment. You don’t have the natural advantages you have when talking with a prospect on your own turf.

Competitive Sales Insights Based on 1,000+ Interviews

HeavyHitter Sales

Competitive Insights from Interviews with 1,000+ Key Information Technology Decision Makers and Top Technology Salespeople. Learn More About IT Sales Training and Selling to the CIO Workshops.

How Sales Can Turn The Tables On The Competition

Pipeliner

Strike a competitive action team — CAT. As president of a data and internet organization, I would stage mock battle workshops with the CAT team and our sales team leaders. The post How Sales Can Turn The Tables On The Competition appeared first on SalesPOP! If you don’t know your nearest enemy, you should. And you should give them special attention.

Temporary Competitive Advantage

Customer Centric Selling

Sales Training Article: Temporary Competitive Advantage By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company It's difficult to think of any B2B companies that aren't experiencing shorter product cycles and increasing competition.

Sales Training Article about Competition

Customer Centric Selling

Sales Training Article: Competition. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company In my first year of selling I worked for a company that had a competitive analysis group.

Sales Training Article about Knowing Your Competition

Customer Centric Selling

Sales Training Article: Who''s Your Competition? Take a look at the sales training workshops available to you and improve sales performance.

Question Number One: Assessing the Competition

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Workshops. The concepts introduced in this highly-rated book create a foundation for all PBR programs and workshops! Get access to our customized sales performance training programs and management workshops. Question Number One: Assessing the Competition. Assessing the competition from time to time is a matter of survival for any business. More Free Stuff | Email Us | Get Started Now!

#1 Question to Snatch Business from Your Competition

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Workshops. The concepts introduced in this highly-rated book create a foundation for all PBR programs and workshops! Get access to our customized sales performance training programs and management workshops. 1 Question to Snatch Business from Your Competition. Home | About Us | Corporate Sales Training | Sales Management Training | Workshops | Resources | Clients / Industries.

Sales Tips: Qualitative or Quantitative Data – Which is Better?

Customer Centric Selling

As text analytics applications have become more widespread since the 1990s, this technique has found growing usage in competitive intelligence, business intelligence, sentiment analysis, listening platforms and social media monitoring, among others.

Data 103

Sales Tips: WHY Good Sales Teams Lose

Customer Centric Selling

Sales Tips: Understanding Why Good Sales Teams Lose in Competitive B2B Opportunities. But looking back and analyzing what went well, and not so well, can also provide insights for the next competitive opportunity.

Buyer 100

Sales Tips: The Critical Component for Your Long-term Strategy

Customer Centric Selling

Certain types of information, such as competitive information, is frequently surfaced, at least initially, in the form of rumor or speculation. Take a look at the sales training workshops available to get started and improve sales performance.

Sales Tips: Help Your Salespeople Deliver on CEM

Customer Centric Selling

Improving the B2B customer experience by the way an organization's salespeople sell may represent the only sustainable competitive advantage. Sales Tips: Help Your Salespeople Deliver on Customer Experience Management (CEM).

Sales Tips: How Deep Is Your Sales Bench?

Customer Centric Selling

Identifying and sharing best sales practices can be a sustainable competitive advantage. Take a look at the sales training workshops available to get started and improve sales performance. Sales Tips: How Deep Is Your Sales Bench?

Sales Tips: Enabling Excellence

Customer Centric Selling

I suppose it is the equivalent of the Patriots’ General Manager providing Belichick the talent pool needed to be competitive. Sales Tips: Achieving Excellence through Process. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: Time for a Name Change

Customer Centric Selling

Enlightened vendors can enjoy something that has become a rarity: A sustainable competitive advantage, if they can provide messaging and teach sellers to empower buyers. Take a look at the sales training workshops available to get started and improve sales performance.

Sales Tips: Leaders Are Readers

Customer Centric Selling

Who among us are SO smart that we aren’t capable of learning something new that will give us a competitive advantage in an increasingly information-driven world? Sales Tips: Leaders Are Readers. By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling®.

Study 69

Sales Tips: Latent Need of CEOs

Customer Centric Selling

Vendors that can meet the challenge can make the way their staff sells a sustainable competitive advantage. Take a look at the sales training workshops available to get started and improve sales performance. Sales Tips: The CEO's Need to Exert Control Over Sales.

Never Cease Trying To Be The Best You Can Be–That’s Under Your Control

Partners in Excellence

As an example, I was running a planning workshop with one. Sitting as observers in the workshop were the senior sales executives of another company. It wasn’t driven by competitive threat–each had outdistanced their competitors and continued to be innovators in their domains. We can’t control our customers, our competition, the markets, others in our organization, or our people (if we are managers).

Sales Tips: Different Differentiators, Different Buyers

Customer Centric Selling

In previous posts, I’ve referenced Rita Gunther McGrath, a professor at Columbia University, who authored The End of Competitive Advantage. Take a look at the sales training workshops available to get started and improve sales performance. Sales Tips: Got -to-Have vs. Nice-to-Have.

Buyer 55

Sales Tips: Social Media Is Here to Stay

Customer Centric Selling

The bottom line is this: Social media is here to stay and if you or your company don't have a strategy to leverage it, you are falling further behind your competition every day. Sales Tips: Social Media Is Here to Stay. By Frank Visgatis, President/COO, CustomerCentric Selling®.

Sales Tips: Measuring and Tracking Success

Customer Centric Selling

Primary Intelligence offers the following strategies for leveraging Key Performance Indicators when selling into competitive B2B markets: Ensure you’re collecting ongoing feedback about your firm’s product or service quality. Sales Tips: Measuring and Tracking Success.

Sales Tips: How to Go from the Underdog to the Favorite

Customer Centric Selling

Initially the client thought the competition was out-pricing them. Their product was priced 15% to 30% higher than the competition, according to buyers. So what was the competition offering? In those deals you lose to the competition where they can get a foothold.

Buyer 69

The Five Pillars to Business Value / ROI Selling Success

The ROI Guy

It is for this reason that we have implemented formal Customer Success Workshops, led by Dave Stachura , the latest addition to the Alinean team. A business value / ROI sales tool can be a fantastic foundation to business value selling success, but to elevate to greatness, you need more.

ROI 67

Sales Tips: How to Differentiate Yourself with Senior Executives

Customer Centric Selling

If sellers are unfamiliar with a vendor they are competing with some companies have competitive analysis groups to help with positioning. One of the few sustainable competitive advantages is providing superior buying experiences for executive buyers.

Sales Tips: Dig Deeper on Your Competitors with Win Loss

Customer Centric Selling

We were lucky to get tidbits of competitive intelligence when interviewing buyers about markets, products, and growth trends the old fashioned way—over the telephone. But one source of competitive intelligence isn’t used nearly as much as it should be—Win Loss Analysis.

The “Street Price” Is All That Counts

Partners in Excellence

The seminar or workshop, “a special offer for left handed sales consultants who live in Southern California… ,” a web based tool, “special promotions,” all trying to get me to think I’m getting such extra value. Competition Execution Results Uncategorized

Sales Tips: Why Phone Interviews Are Effective in Collecting Customer Insights

Customer Centric Selling

Take a look at the sales training workshops available to get started and improve sales performance. sales tips selling tips sales process sales approach selling process crm sales technique sales tip selling technique selling approach win loss win loss reports competitive intelligence

Why is Authenticity So Rare Today?

John Barrows

At Salesloft’s Rainmaker conference this year I delivered a workshop, a keynote, and I participated in a panel. Talk about what your competition is great at and where there’s room for improvement. The next Keep Dialing Workshop is April 12th in Indianapolis.

Margin 222

The Sales Leadership Imperative! Webinar for Sales Managers Who Need To Increase Sales Today

Keith Rosen

To drive positive, measurable change and keep their competitive edge, managers must learn how to quickly and effectively coach, motivate and retain their top producers while turning around the underperformers.

#1 Sales Question about Competitor Comparisons

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Workshops. The concepts introduced in this highly-rated book create a foundation for all PBR programs and workshops! Get access to our customized sales performance training programs and management workshops. Assessing the competition periodically is a matter of survival for any business. More Free Stuff | Email Us | Get Started Now! About Us. The Company. Our Training Approach. Paul Cherry.

Heavy Hitter Sales Blog: Back 2 School? Why Universities Don't.

HeavyHitter Sales

A Salespersons Most Important Competitive Weapon. Through my sales training workshops and books, I have had the privilege to help more than 50,000 salespeople become top revenue producers. Heavy Hitter Sales Blog. Recent Posts. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager.

Billion Dollar Agricultural Biotechnology Company Learns PBR.

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Workshops. The concepts introduced in this highly-rated book create a foundation for all PBR programs and workshops! Get access to our customized sales performance training programs and management workshops. In today’s highly competitive agricultural biotechnology sales industry, value selling is one of the more important selling skills needed by top level sales professionals.

3 Ways to improve Your Customer Retention Scorecard

Babette Ten Haken

Crush quotas and the competition. Engage me to speak or conduct an interactive workshop at your next corporate or association event. Do you have a customer retention scorecard? You know what I am talking about.

To Get B2B Leads, Pick Up the Damn Phone!

No More Cold Calling

This pattern of ever-increasing sophistication not only creates an intensely competitive marketplace; it also places further demands on us to act and react quickly. We can get competitive information instantly—but so can everyone else. Have you forgotten that selling is social?

B2B 182