Blog Category // Competition (2)

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 ...

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 ...
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