Posted under Sales
from http://thesalesblog.com 101 days ago

Sale leaders underestimate just how much impact their sales force can have on the execution of their strategy.

If you do not intend to lead with price, competing on price is a change of strategy. “But we are not competing on price,” you say, “We are competing on value.” This may or may not be true, but every time you match a competitor’s price, you have decided to compete on price. More still, every time you beat a competitor’s price to win new business, you are absolutely competing on price—and by doing so, changing your overall strategy.

If your product or service isn’t undeniably the best in the category to the point that it defines that category completely, you cannot compete on product or service. “Our product really is better than our competitor’s,” you say. If you insist. Look, you know far more than I ...

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