Blog Category // Competition

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 ...

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. ...
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