Tag: Competitive Advantage

The Gist:

• Early legacy approaches to sales leveraged external factors to create a competitive advantage.
• Eventually, these approaches settled on “solutions” as the main advantage.
• Over the last decade, the competitive advantage has…

The Gist:

• When we focus on selling, we can lose sight of our obligation to create value for our prospective clients.
• You must provide your prospective clients with the ability to improve their results.
• Working to be your client's…

Salespeople and sales organizations work very hard to differentiate themselves and their offerings as a way to create a competitive advantage. Many believe their company is the differentiation. Others think their solutions provide differentiation.…

The following sales strategies are generally underrated, overlooked, or ignored. In some cases, they are highly unpopular in a world that is enamored with transactions, immediate gratification, and technologies that promise efficiency, a promise…

The reason Apple was able to take on the PC was that Apple made beautiful products that were not plagued with the challenges of the PC—and at a higher price point. At the time Apple executed this strategy, you could buy a PC or a laptop for a…

You aren’t just trying to compete for your dream client’s business; you’re trying to win their business. Everything you do, every sales interaction, needs to be designed to create a competitive advantage. You want a complete and total mismatch…

Peter Drucker's most famous quote is arguably, "Because the purpose of business is to create a customer, the business enterprise has two--and only two--basic functions: marketing and innovation. Marketing and innovation produce results; all the…

Strategy is about creating an unfair advantage. The last thing you ever want going into any competition for any deal is a level playing field; you want to stack the deck as heavily in your favor as possible. You want your sales processes, your…

Lots of technologies can help you produce better sales results.

What if I could offer you a technology that would double your sales results? What if this technology could, if used, double your personal productivity? What if this technology could…