Tag: competition

I rarely write about current affairs. I prefer to write about ideas that I believe will stand the test of time, work that will be useful in the future. I stay away from “newsjacking” and “clickbait,” strategies that get attention for…

For a very long time, we used a small set of sales weapons to create and win new opportunities. Over time, we developed new and better weapons, tools that produced better outcomes. The old weapons are not the problem: they are still available and…

Beating out your competitor for a big deal requires creating more value for your client, especially when your price is higher. One of the most effective ways to clarify that value is by teaching your client the difference between your model and…

You have to be careful when and how you talk about your competition in B2B sales. It never pays to speak poorly of your competition, and much of the time, this strategy backfires and causes you to lose credibility. You don’t improve the…

Much of the time, those of us in B2B sales find ourselves competing with a rival for a client. Someone wins, and someone loses. Because this is true, you have to play the game to win. Here are nine rules to help you compete and beat your…

Be Uber. Be AirBNB. Be Facebook. Be a disruptive force and create a scenario and create a scenario where there is no competition, where you are a category of one.

At worst, be a big player in a class with very few competitors. The idea here is…

In Eat Their Lunch: Winning Customers Away from Your Competition, I wrote about salespeople who struggle because they try to leverage things like their company’s history, and their leadership team, to create a competitive advantage in B2B sales.…

Desire to Win: You aren't going to win if you can live with a loss. You are not going to win if there isn't something burning inside you. The burning desire is the starting point of winning. You have to want it like you want your next breath. You…

Over the past couple of weeks, I have had occasion to watch and listen to salespeople enter the conversation from the Left. They start a conversation with their prospective clients with a story about their company and how their product might help…

The idea of creating value can easily be summed up as helping your clients. The more you help your clients, the greater their preference to work with—and buy from—you. Here are nine ways you help your clients and create a preference to work with…