Sales Gravy

DECEMBER 23, 2019

On this final podcast of our series on Sales Differentiation, Jeb Blount and Lee Salz discuss that to truly differentiate, you must be able to articulate the value that YOU bring to the table.

Sales 57

Sales 57

SOAR Performance Group

AUGUST 18, 2023

They tell me: “John, we just aren’t effectively articulating our value and differentiation.” While this has […] The post Ask These Five Questions to Improve Your Value Articulation and Differentiation appeared first on SOAR Performance Group. In my conversations with chief revenue officers (CROs), a recurring theme is emerging.

Value Selling 52

Value Selling Account Management Customer Success Leadership 52

Customer Think

JULY 24, 2023

It got me thinking about how these various vitamin companies differentiate themselves and how that applies to non-vitamin-providing. I was at a drugstore standing before the vitamin shelves the other day. There are hundreds of bloody vitamin options.

Marketing 52

Marketing Innovation 52

Customer Think

FEBRUARY 26, 2024

In the context of guest experience, “personalization” and “customization” are often used interchangeably, but they do have distinct meanings. Let’s first define both: 1.

Meetings 59

Meetings Customer Experience 59

Hubspot Sales

MAY 2, 2019

Because they've mastered the art of product differentiation. The product is differentiated from typical direct-to-consumer body care brands by focusing on women first, combatting the pink tax , providing premium products, and making the future brighter for all women. So, how can a differentiation strategy work for your business?

Innovation 92

Innovation Manufacturing Small Business Profitability 92

Sales Gravy

DECEMBER 23, 2019

On this podcast, Jeb Blount and Anthony Iannarino discuss how great questions help you get below the surface and create value in competitive differentiation situations. On this podcast, Jeb Blount and Anthony Iannarino discuss how great questions help you get below the surface and create value in competitive differentiation situations.

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Planview

APRIL 6, 2023

I see companies recognizing that speed is the differentiating competitive advantage in business. They have that awareness, and they organize around it. They design for speed of business. When faced with tradeoffs in design, speed to value is the first priority.

Software 52

Software Software Decision-making Digitalization 52

The Congruity Group

APRIL 19, 2022

The post SAMA 2022: Strategic Account Management as the Great Differentiator appeared first on The Congruity Group. Her presentation titled, "How Executive Customer Advisory Boards Help Grow and Retain Your Key Accounts", will take place in front of hundreds of Strategic Account Managers.

Account Management 52

Account Management Management Customer Experience 52

Force Management

AUGUST 14, 2019

However, at times, that differentiation is simply talk and no action. You can't just proclaim differentiation as an organization. It involves equipping your reps with the ability to articulate differentiation in a way that has meaning to the buyer. That's step one. Step two is another area where many organizations fall short.

Customer Experience 60

Customer Experience Organization Sales 60

Sales Gravy

DECEMBER 23, 2019

In part four of this multi-episode series on how differentiation can give you the winning edge in sales, Jeb Blount, author of Objections, and Lee Salz, author of Sales Differentiation, discuss the power of discovery and how to use positioning questions to gain control of the conversation and separate from your competitors.

Sales 52

Sales 52

Sales Gravy

DECEMBER 23, 2019

In part six of the Sales Differentiation series, Jeb Blount and Lee Salz teach you exactly what to do when your prospect asks for references. In part six of the Sales Differentiation series, Jeb Blount and Lee Salz teach you exactly what to do when your prospect asks for references.

Sales 57

Sales 57

Sales Gravy

DECEMBER 23, 2019

In part three of this multi-episode series on how differentiation can give you the winning edge in sales, Jeb Blount, author of Objections, and Lee Salz, author of Sales Differentiation, discuss how stories evoke emotions and set you apart from your competitors.

Sales 52

Sales 52

Sales Gravy

DECEMBER 23, 2019

In part two of this multi-episode series on how differentiation can give you the winning edge in sales, Jeb Blount, author of Objections, and Lee Salz, author of Sales Differentiation, discuss some of the biggest mistakes salespeople make.

Sales 52

Sales 52

Sales Readiness Group

FEBRUARY 13, 2019

Buyers have a difficult time differentiating your solution from the competition’s solution. Skilled sales reps differentiate their solutions by highlight features that are important to the buyer where they're strong, and their competitors are weak. In today’s crowded marketplace, it’s easy to forget how many choices your buyer has.

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Sales 54

MTD Sales Training

OCTOBER 16, 2019

Episode 37: Asking for a pay rise, differentiate from the competition, quote from Jill Konrath. The post Asking for a pay rise, differentiate from the competition appeared first on MTD Sales Training. The post Asking for a pay rise, differentiate from the competition appeared first on MTD Sales Training.

Sales Training 48

Sales Training Sales 48

Sales Gravy

DECEMBER 23, 2019

In this multi-episode series Jeb Blount, author of Objections, and Lee Salz, author of Sales Differentiation discuss tips, techniques, and mindsets that set you apart from your competition and give you the winning edge.

Sales 52

Sales 52

MTD Sales Training

NOVEMBER 13, 2014

Sales Mindset Sales Stories how do you measure against your competitor how to differentiate from your competitor' The business road is littered with companies who have failed in their attempts to launch or develop product. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 109

Sales 109

MTD Sales Training

SEPTEMBER 30, 2014

Sales Interactions differentiating between customer wants and needs discovering prospect wants and needs' It may sound pedantic, but it can make a real difference in presenting. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 96

Sales 96

SBI Growth

DECEMBER 26, 2016

Today’s topic is understanding how to make the customer experience a competitive differentiator. As a guide to the conversation, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the customer experience design phase on pages 130.

Customer Experience 73

Customer Experience Management 73

SBI Growth

JANUARY 11, 2019

As a Marketing Leader, there are a lot of people in your ear on a daily basis. Your leadership wants you to drive more revenue, your sales leadership wants better leads, your customers expect more delivered to them with each.

Marketing 94

Marketing Sales Leadership Leadership Sales 94

Corporate Visions

SEPTEMBER 20, 2018

The post Research: Differentiating Your “Virtual” Sales Meetings appeared first on Corporate Visions. Discover the selling skills and techniques you need to outperform your competition in the selling environments that matter most today. Get the research article: The Next Best Thing to Being There.

Meetings 40

Meetings Sales Marketing 40

Sales Gravy

DECEMBER 23, 2019

On this podcast, Jeb Blount and Anthony Iannarino discuss why it is so important to capture mindshare in competitive sales situations. On this podcast, Jeb Blount and Anthony Iannarino discuss why it is so important to capture mindshare in competitive sales situations.

Sales 57

Sales 57

Sales Gravy

DECEMBER 23, 2019

On this podcast, Jeb Blount and Anthony Iannarino do a deep dive into discovery - the most important part of competitive displacement selling. On this podcast, Jeb Blount and Anthony Iannarino do a deep dive into discovery - the most important part of competitive displacement selling.

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Sales Gravy

DECEMBER 23, 2019

On this podcast, Anthony Iannarino and Jeb Blount discuss why is critical to find the CEO of the problem. On this podcast, Anthony Iannarino and Jeb Blount discuss why is critical to find the CEO of the problem.

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FinListics Solutions

OCTOBER 5, 2022

A prospect’s business goals and strategies are at the root of their decision-making process. Therefore, your sales team’s focus must be to help the executive buyer meet their objectives and execute their strategies. If your team is still focusing on your product’s features and “bells and whistles”, now is the time to change tactics.

Decision-making 52

Decision-making Sales Meetings Sales Training 52

SBI Growth

JULY 20, 2018

Our guest on today’s episode of hbspt.cta.load(23541, '39dd4f48-b0ca-486a-9fa5-4e1fb27489aa', {}); Mike McCalley, Vice President of Strategy & Marketing for CECO Environmental Corporation, a globally diversified and energy technology company. Mike has been a Customer Experience (CX) pioneer. He embraced.

Customer Experience 79

Customer Experience Marketing Customer Success Sales 79

Force Management

FEBRUARY 15, 2024

In today's highly competitive market, it's no longer enough for a sales organization to differentiate itself solely based on its offering. The most successful companies today are those that create differentiation in their initial sales process and the customer’s journey.

Sales 91

Sales Marketing Organization 91

Sales Gravy

DECEMBER 23, 2019

On this podcast, Jeb Blount and Lee Salz discuss tips and tactics for standing out and grabbing the attention of hard-to-reach prospects. On this podcast, Jeb Blount and Lee Salz discuss tips and tactics for standing out and grabbing the attention of hard-to-reach prospects.

Sales 57

Sales 57

RAIN Group

JULY 29, 2020

2020 has flipped sales on its head and driven unprecedented levels of virtual interaction. Sellers are faced with more challenges than ever. You can’t sell the same way you did before. You need to adapt, pivot, and change almost everything you did previously.

Virtual Selling 101

Virtual Selling Sales 101

Red Star Kim

APRIL 11, 2023

Deconstruct bids to increase understanding An article in PM Magazine in December 2022 by Alex Footman and Stephen Timmins talked about the need to deconstruct a bid in order to properly understand the client requirements and produce a robust plan to meet milestones and differentiate.

Government 130

Government Innovation Meetings Finance 130

SBI Growth

SEPTEMBER 6, 2012

If you feel product differentiation and hot markets are the only way to grow revenue, this CEO proved otherwise by refusing to accept these limitations. Product differentiation is not known by the customer. This post is about a CEO of a $450M company who focused on winning large deals to double revenues in a flat market.

Key Account Management 118

Key Account Management Account Management Insurance Acquisition 118

FinListics Solutions

APRIL 16, 2024

Their comprehensive guide illuminates the path for enterprise B2B leaders, showcasing how to reorient their organizations towards customer-centricity for sustained success and differentiation.

Organization 81

Organization B2B Sales Training Sales 81

Force Management

APRIL 18, 2024

Top sales teams differentiate themselves with a proven system for finding and attracting elite talent. But landing strong candidates is only the first step in the journey. The best organizations know how to retain sellers with the most potential and ensure they’re positioned to perform and excel as they advance up the ranks.

Management 84

Management Sales Management Organization Sales 84

Red Star Kim

FEBRUARY 1, 2024

And efforts to increase differentiation – perhaps through brand initiatives and service/client experience improvement (to counteract fee pressures and margin erosion) – should also increase in response.

Marketing 130

Marketing Leadership Profitability Digitalization 130

MTD Sales Training

APRIL 6, 2016

The post How To Differentiate Between An Objection & An Excuse appeared first on MTD Sales Training. Although it’s never easy to let go of potential business, on some occasions, if you’re sure you are being given the runaround, it may be better to spend your time with prospects who aren’t wasting your time. Happy Selling! Sean McPheat.

Finance 48

Finance Sales Training Management Sales 48

Holden Advisors

OCTOBER 19, 2021

The solution is to innovate and differentiate your offering. If some of your offering is not differentiated, it becomes a commodity that reduces your pricing leverage. Not all customers or market segments need or want the same thing. Some customers need just core features, while others require cutting edge services.

Negotiation 195

Negotiation Logistics Profitability Innovation 195

Holden Advisors

JANUARY 25, 2022

Alternatively, if the competitors’ products offer similar value, innovating to add high value options allows for differentiation. By continually identifying and communicating differentiated value, prices can not only be maintained, but increased over time. Older products can then be offered at a reduced price reflective of value.

Marketing 195

Marketing Customer Value Profitability Innovation 195