Partners in Excellence

JULY 11, 2013

When we wash away all the hyperbole, so many of our products, services and solutions have become commoditized. When I first started selling, I sold mainframe computers, today, they’re virtually commoditized. Take complex enterprise software systems, whether ERP, CRM, whatever; for all intents they’re commoditized.

Face-to-face 93

Face-to-face Intent Enterprise Enterprise 93

Partners in Excellence

MARCH 21, 2022

My inbox and InMail is filled with sales people trying to provide me insight: Microsoft and Google have gotten huge results using our products! … and on and on… These sales people believe that if they provide data about their products, companies, and how great/popular they are, these are meaningful insights.

Microsoft 98

Microsoft Face-to-face Competition Google 98

Partners in Excellence

MARCH 5, 2017

Everyone understands the challenges of selling commoditized products. To win with commoditized products, we have to find some way to differentiate ourselves. But as sellers, none of us want to be “commoditized,” it makes things so much more difficult. Commoditization sucks. Or the incessant product pitches.

Customer 50

Customer Microsoft Call-back Google 50

Partners in Excellence

JUNE 26, 2017

It seems every product, regardless of how complex, is destined for some level of commoditization. Over time, as products get greater market penetration, as competition increases, as we go through cycles of enhancement of the products, as customers get greater familiarity with them—-products, inevitably become commoditized.

Chemicals 56

Chemicals Face-to-face Ideal Customer Profile Penetration 56

Partners in Excellence

DECEMBER 15, 2014

” We make things unequal by collaborating with the customer, co-creating value, doing things we couldn’t do individually, but together can have great impact on our organizations. Insight, Co-Creation, De-commoditization. That’s a very interesting idea.” But Are You Relevant?

Scale 92

Scale Competition Discount Vendor 92

Partners in Excellence

JULY 31, 2013

We’ve got great ideas and insights, we’re anxious to demonstrate our knowledge and prowess to the customer. Even our well intended insight is about our ideas our insight. Empathy and insight can drive clarity. Related Posts: Insight, Co-Creation, De-commoditization Can Insight Become Commoditized?

Customer 88

Customer Energy Top of Funnel Funnel 88

Partners in Excellence

NOVEMBER 4, 2016

I read an article about the seeming inevitability of commoditization. The trend toward commoditization paints a dire picture for our companies and sales people. Possibly, a certain amount of commoditization will always happen, but I don’t think it’s inevitable. Commoditization happens because we let it happen.

Microsoft 48

Microsoft Chemicals Google Lead Rank 48