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Blog Category // Competition

The Ultimate Guide to Pricing Power

Pricing power refers to a company's ability to set and increase prices without significantly reducing demand for its product ...
3 Big Shifts

Failing to Keep Up with the Rate of Change

One way to describe our current environment is AC/DC, an acronym for the Accelerating, Constant, Disruptive Change we have ...

9 Sales Rules for Surviving the Red Ocean

No one wants to live in the Red Ocean, but if you believe the Blue Ocean is somehow better, look at the short time Netflix ...

Different Exactly Like Everyone Else

To create a preference to buy what you sell, you must create some kind of meaningful differentiation. But most salespeople ...

Why You Should Avoid Saying Anything Bad About Your Competitor

The Gist Talking about your competition is tricky and can be harmful to your sales results. Any attempt to trash your ...
sales-hustler

My Prediction for Mike Tyson versus Roy Jones, Jr.

I rarely write about current affairs. I prefer to write about ideas that I believe will stand the test of time, work that ...

Are You Fighting with the Wrong Weapons?

For a very long time, we used a small set of sales weapons to create and win new opportunities. Over time, we developed new ...

How to Differentiate Your Company’s Model

Beating out your competitor for a big deal requires creating more value for your client, especially when your price is ...

Avoid Talking About Your Competitor in a Meeting

You have to be careful when and how you talk about your competition in B2B sales. It never pays to speak poorly of your ...
Sales Manager Challenge

9 Rules for Competing for New Business

Much of the time, those of us in B2B sales find ourselves competing with a rival for a client. Someone wins, and someone ...

Learning How to Swim in the Red Ocean

Be Uber. Be AirBNB. Be Facebook. Be a disruptive force and create a scenario and create a scenario where there is no ...

Gaining a Competitive Advantage In B2B Sales

In Eat Their Lunch: Winning Customers Away from Your Competition, I wrote about salespeople who struggle because they try to ...

What You Must Do To Win

Desire to Win: You aren’t going to win if you can live with a loss. You are not going to win if there isn’t something ...
sales-accelerator-team

How To Improve Your Results By Starting Strategic Sales Conversations

Over the past couple of weeks, I have had occasion to watch and listen to salespeople enter the conversation from the Left. ...

9 Powerful Ways to Help Your Clients and Create a Preference

The idea of creating value can easily be summed up as helping your clients. The more you help your clients, the greater ...

Winning Deals: How to Make Nonlinearity Your Competitive Advantage

Despite our best efforts to see both the sales process and buyer’s journey as linear, reality provides a truth that is at ...

How to Be More Competitive in Sales Now

We don’t often speak to the fact that selling is a form of competition. In a contest measured by the value the salesperson ...

Taking Off the Training Wheels

The first time buyers and users of your product or service or solution will be disappointed by the challenges and ...

Create an Asymmetrical Advantage in Sales

Sales is a competition. It is also a zero-sum game. Most salespeople live in the Red Ocean, with fierce competition when it ...

What I Talk About When I Talk About Playing to Win

Playing the game is not the same thing as playing to win. You can play the game, simply going through the motions, without ...

Would Your Clients Even Miss You

In Eat Their Lunch: Winning Customers Away from Your Competition, I wrote about the four levels of value: Level 1: the value ...
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