Blog Category // Competition

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 ...

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 ...

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 ...
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