Pipeliner

NOVEMBER 15, 2023

And, of course, we evaluate our prospects and clients to determine what 2023 changes they’ve experienced and what impacts those changes will have on our ability to win business and serve well. But just as new growth blossoms from a burned forest, fresh competition now grows, fighting tirelessly to defeat you. Important to know?

Competition 64

Competition Face-to-face ACT Analysis 64

The Pipeline

JANUARY 4, 2022

Changes As A Competitive Advantage – Omicron Edition. Differentiation is something many companies and sellers seek as a competitive advantage. They also mistakenly focus on differentiation, rather than change as a competitive advantage. Make sales a competitive advantage in the changing environment.

Competition 188

Competition Intent Video Buyer 188

Anthony Cole Training

OCTOBER 20, 2023

Every time we onboard a new client, we have a kickoff event where we lay the foundation of the sales process we teach at Anthony Cole Training Group.Inevitably, at some point during that kickoff event we talk about dealing with the competition, specifically how to differentiate yourself from the competition you will face.

Prospecting 177

Prospecting Face-to-face Competition Training 177

Jeffrey Gitomer

OCTOBER 10, 2018

(said gruffly) Friendly competition - there's a good one. Friendly competition is kinda like a friendly snake isn't it? Competition is a lot like an unknown snake. Facts about the competition and their feelings about you: Some are truly ok. Some like competition. Never say anything bad about the competition – ever.

Competition 284

Competition Trade Show Guarantee Call-back 284

The Sales Heretic

MAY 27, 2014

I often hear salespeople brag, “We don’t really have any competition.” Sales competition competitors prospect sell' They believe their product or service is so superior to everyone else’s that they’re truly in a category of one. This is a dangerous mindset, because it’s patently false.

Competition 293

Competition Prospecting Sales 293

MTD Sales Training

AUGUST 1, 2012

Often during a sales interaction, the sales person will attack and downgrade their competition. While this is never a good thing for many reasons, it is even worse when the prospect starts bashing your competition. Many sales people love it when the prospect starts to downgrade their rivals as the two “tag-team” the competition.

Competition 312

Competition Prospecting Industry Exact 312

Zoominfo

NOVEMBER 30, 2021

When one of your customers closes a deal, go and prospect their competition for it. Show them how your product can help them, like their competition, expand and improve their results. Show them how your product can help them, like their competition, expand and improve their results.

Competition 100

Competition Ideal Customer Profile Customer Campaigns 100

Zoominfo

AUGUST 26, 2021

Scenario If you’re a technology vendor, one way to identify good-fit target prospects is to understand which accounts are buying from your competitors. You can use the insight about their purchases as a way to angle your pitch and convey the unique value that your product offers — and what the competition is lacking.

Competition 100

Competition Vendor Account Prospecting 100

Keith Rosen

OCTOBER 19, 2020

At some point, I hear from practically every person I’ve ever worked with about the competition in their market. Companies spend so much time trying to outsell, outwit and out price their competition without realizing who their greatest competitor truly is. You have no external competition. Consider this.

Competition 161

Competition How To Negotiation Energy 161

One of a Kind Sales

DECEMBER 12, 2023

At a recent Sandler Training Session, I was inspired by a Sandler trainer, Emily Yepes, who spoke about the challenges of prospecting. In this competitive environment, we all need to “up our game” to reach the prospects we believe we can help. Prospecting is often the biggest ‘pain point’ for my clients and to meet […]

Prospecting 105

Prospecting Competition Meeting Training 105

MTD Sales Training

MARCH 18, 2014

When you are planning to see a prospect, there are many questions that go through your and their minds that will need answering. Sales Planning building your value competitive advantage selling against the competition' Sales Planning building your value competitive advantage selling against the competition'

Competition 270

Competition Prospecting Sales 270

Zoominfo

FEBRUARY 1, 2021

How important are prospecting insights to your sales strategy? It could be that their sales reps know how to prospect effectively. Most likely, though, they use prospecting insights to reach their sales goals. What are prospecting insights? What are prospecting insights? It turns out they’re pretty important.

Data 246

Data Prospecting Strategy Cold Calling 246

Janek Performance Group

DECEMBER 10, 2021

Competition in all industries is fierce and getting tougher. Even if you have a great product, you can still struggle in sales unless you differentiate yourself from your competition. In this article, we will explore how you can differentiate yourself from your competition when selling to achieve superior outcomes. Be Memorable.

Competition 118

Competition How To Follow-up Up-Sell 118

DiscoverOrg Sales

FEBRUARY 27, 2018

Knowing the technology stack of your prospect is an important piece of marketing and sales intelligence. In fact, the tech stack isn’t just part of competitive intelligence – it’s the critical heart. In order to target the right prospects with relevant talking points, this information is key. This is part 4.

Competition 145

Competition Ideal Customer Profile Intent Data Intent 145

Smooth Sale

NOVEMBER 15, 2023

Photo by Aitoff via Pixabay Attract the Right Job Or Clientele: Do You Use SEO Strategy to Stand Out from Your Competition? All businesses, large and small, and those with ambitious career goals realize the need to stand out among the competition. SEO is an essential strategy assisting the effort.

Competition 78

Competition Real Estate Lead Rank Lead Scoring 78

Mereo

FEBRUARY 15, 2023

If you are like most sellers, you may not realize you could be selling solutions for your competition. When you are not differentiating yourself from the competition, you are selling for those competitors’ solutions just like you are selling your own. Stop selling for your competition with Mereo’s Contrast Quadrant.

Competition 81

Competition Buyer Face-to-face Up-Sell 81

SBI Growth

FEBRUARY 26, 2013

Many Sales VPs are innately aware of the competition. They even track their peers’ marketing and competitive messaging. Whether your industry is mature or rapidly evolving, you must remember: Change with your customers, not your competition. These LDRs were well trained and capable of qualifying true prospects.

Competition 323

Competition Customer Lead Rank Top of Funnel 323

Janek Performance Group

APRIL 10, 2024

In the competitive landscape of B2B sales, effectively qualifying prospects is paramount. There, we looked at key indicators to assess before passing prospects to sales. Now, we’ll go further and explore strategies and best practices for improving prospect qualification.

Lead Rank 62

Lead Rank B2B Ideal Customer Profile Lead Scoring 62

The Sales Hunter

JUNE 15, 2012

Do you want a sure-fire way to set yourself apart from the competition while prospecting? Here’s how: Find an on-line news link that your prospect or person with whom you want to network would find of value — and you send them the link. If you like this idea, then I suggest you grab my Sales Prospecting Program.

Competition 240

Competition Prospecting Transportation Networking 240

Pipeliner

APRIL 18, 2021

Post-COVID, there’s been tremendous emphasis on the many changes that clients and prospects have gone through. But just as new growth blossoms from a burned forest, fresh competition now blooms, challenging you and fighting hard to beat you. What competitive analysis tools and processes are available to help? Or do they?

Competition 98

Competition Analysis Face-to-face ACT 98

BuzzBoard

FEBRUARY 5, 2024

When applied to sales, generative AI becomes a powerful tool for personalization, enabling salespeople to create highly tailored and relevant content for their outreach and engagement with prospects. Tools can generate hundreds of relevant emails and cadences, social messages, and conversation starters tailored to each prospect.

Competition 52

Competition Scale Social Media Trends 52

MTD Sales Training

JANUARY 25, 2012

Every sales person knows that to set yourself apart from your competition is a vital component of your sales process. Here are three powerful ways to help you eliminate your competition so they could ultimately respond with “You had me at hello! Educate the prospect during that first contact. Help them. #3.

Competition 265

Competition Prospecting Hiring Call-back 265

Zoominfo

FEBRUARY 15, 2023

Broad economic and societal shifts — amplified by the COVID-19 pandemic and continued technological disruption — are resulting in longer sales cycles, more discerning buyers, intensifying competition, and lingering uncertainty. As a result of this shift, efficient, cost-effective prospecting has become vital.

Survey 130

Survey Prospecting Customer Face-to-face 130

Anthony Cole Training

APRIL 19, 2024

From prospecting to closing, today’s mobile, social, big data, and cloud technologies are revamping the sales process in ways that would have been inconceivable a few decades ago.

Sales Technology 269

Sales Technology Competition Industry Sales 269

Allego

JULY 26, 2022

It allows you to provide organizational knowledge, learning, coaching, and content to the field to gain—and keep—a competitive advantage in a buyer’s world. 6 Ways a Modern Learning Platform Gives Sales a Competitive Edge. Reps give and get practical advice that they can apply to their prospecting and buyer conversations.

Competition 117

Competition Collateral Software Software 117

No More Cold Calling

NOVEMBER 14, 2013

Thanks to technology and globalization, competition is stiffer than ever. By this point, you’re already in a competitive situation, and your odds of closing a deal have diminished at least five-fold. With referral introductions from people your buyers know and trust, you walk straight into meetings with your ideal prospects.

Competition 218

Competition Referrals Gatekeeper Social Media 218

Sales Hacker

FEBRUARY 15, 2024

Your sales team doesn’t have time for efficiency blockers in a competitive, fast-paced market. Even if you’ve defined your ICP and created a targeted list of prospects, you may still find that your prospecting isn’t generating impactful results. Wiza allows you to export your search and build profiles on your prospects.

Ideal Customer Profile 90

Ideal Customer Profile Prospecting Lead Rank Lead Scoring 90

Anthony Iannarino

JANUARY 29, 2020

In Eat Their Lunch: Winning Customers Away from Your Competition , I wrote about salespeople who struggle because they try to leverage things like their company’s history, and their leadership team, to create a competitive advantage in B2B sales. Win customers away from your competition. Check out Eat Their Lunch.

Competition 95

Competition B2B Face-to-face eBook 95

The Sales Hunter

AUGUST 31, 2013

Nothing good can come from comparing yourself to your competition, so don’t do it! There is much success to be had, but you will limit yourself greatly if you become consumed with how you stack up against the competition. Check out the below video to see what I mean: Copyright 2013, Mark Hunter “The Sales Hunter.”

Competition 226

Competition Video Consultative Selling Selling Skills 226

BuzzBoard

FEBRUARY 20, 2024

Strategies to Differentiate Your Digital Marketing Agency for Small Businesses In today’s ultra-competitive market, employing advanced strategies like artificial intelligence (AI) isn’t merely an option for your small business digital marketing agency; it’s a necessity.

Prospecting 52

Prospecting Small Business Small Business Pivotal 52

Pipeliner

OCTOBER 11, 2022

Competitive analysis typically comes in one of two flavors. First, there’s the competitive outlook used in business planning to prove the viability of an initiative. And even if you had the time, energy and resources for such deep competitive dives, much of what you discovered would simply be unneeded documentation.

Competition 52

Competition Face-to-face Sage Analysis 52

MTD Sales Training

AUGUST 17, 2011

One of the biggest and deadliest mistakes sales people make during a sales interaction is to let the prospect downgrade the competition. In fact, most sales people love it when this happens and usually join in with the prospect in bashing competitive companies. Sales Person: “I understand, Mr Prospect.

Competition 120

Competition Prospecting Industry Tools 120

Sales Hacker

NOVEMBER 11, 2020

In the past, strong relationships were the main way to get in front of a prospect and close a deal. Now, data, media, and technology allow us to get in front of prospects and convince them that a complete stranger has a better solution than their incumbent partner. What is Competitive Intelligence? Identify Your Goals.

Competition 99

Competition Advertising Advertising Hiring 99

Alice Heiman

MAY 17, 2023

AI is having a big impact on B2B sales by empowering salespeople to focus on what they do best: building meaningful relationships with their prospects. Website: [link] Connect with Alice on LinkedIn The post Usings AI To Gain A Competitive Edge In B2B Sales appeared first on Alice Heiman.

Competition 69

Competition B2B SAP Ideal Customer Profile 69

No More Cold Calling

JANUARY 11, 2018

In my book “High-Profit Prospecting,” I go deep into the subject of how our own mind and attitude drive not only the results we achieve in prospecting, but also what we achieve in sales overall. . Why do humans still have the competitive advantage in account based sales? This blog post was not written by “Watson.” .

Account 204

Account Competition Cost per Acquisition Referrals 204

Hubspot Sales

MARCH 29, 2019

It's worth considering competition-based pricing. Competition-Based Pricing. With competition-based pricing, competitors' prices are used as a benchmark. It's also known as a competitor-based pricing or a competitive pricing strategy. Advantages of Competition-Based Pricing. Prices are dynamic.

Competition 113

Competition Margin Retail Lead Rank 113

Anthony Iannarino

JULY 29, 2019

We don’t often speak to the fact that selling is a form of competition. We give to little attention to the need to more competitive in sales now, with most people merely going through the motions, doing their job, hoping to win. This is how to be more competitive in sales now. Competition to Displace.

Competition 107

Competition How To Retention Call-back 107