Early in my career I was solely focused on closing business. You could say I was a “bull in a china shop.” Fortunately, I had some great mentors and co-workers that showed me why it is important to not be selling all the time. I started to understand that getting to know my customer contacts […]
Tag: differentiation from competition
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 […]