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…Continue Reading
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…Continue Reading
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.…Continue Reading
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…Continue Reading
Despite our best efforts to see both the sales process and buyer's journey as linear, reality provides a truth that is at odds with what might better serve us—and our clients. In complex, B2B sales, it is more often that deals take a circuitous…Continue Reading
The first time buyers and users of your product or service or solution will be disappointed by the challenges and limitations of what you sell. Because they lack experience, they are easily frustrated, and they are susceptible to being wooed away…Continue Reading