Tag: differentiation from competition

How your client’s company culture impacts your selling effort

Particularly if you are pursuing opportunities that involve multiple contacts at your client, it will be critical to pay attention to company culture.  In talking with Al Curnow – Vice President, High Performing Culture he stated…”your client’s culture can directly impact your selling effort”.  Some thoughts on how to be more informed and decide on […]

How to differentiate yourself when you are interviewing

Whether selling is something you are comfortable with or not, a critical part of the interviewing process is understanding the competitive landscape.  Here are some questions to consider: How many other candidates are you competing with? 10? 20? More? If you cannot get this information, assume you have many competitors…it will make you work smarter. […]

Managing communication when pursuing a large/complex deal

Managing communication internally with your team and externally with the customer can be the difference between winning and losing a large/complex deal! Why does communication need to be managed? When you are pursuing a large, complex opportunity there are numerous people involved and a lot of information is flying around.  Just look at the themes […]

Understanding your competition

Over the past week or so I have covered three important components of a sales pursuit strategy: 2/14/2020     Key contacts and their roles 2/18/2020     Mapping the customer’s decision process 2/21/2020     Customer decision criteria This article focuses on understanding your competitors and what they may be doing.   Learning about your competitor’s approach to the opportunity is […]

Why Differentiation is Critical for a Sales Representative

Let’s say you are a sales representative for a technology company trying to call on IT Directors. How many of your competitors are doing the same thing? The following is a small sample (thirteen) of the types of companies that might call an IT Director. This could easily become 30-40 vendors calling the same IT […]