Tag: differentiation from competition

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 […]