RSSeCompetitors Gives Sales Folks What They Need. Exactly.
Oct 27, 2009 Sales Related
When you prepare to meet a prospect, how do you know who or what your competition is? How do you know how to position yourself strategically against them? Do you ‘wing it?’ Do you do research? Where do you get your research from? How do you know your research is adequate or accurate?
I’ve got the answers for you. eCompetitors is this amazing site that has me gobsmacked (did i spell that right?). It does all of the research you could ever wish for, on 11,445 global industries and companies at the line-of-business level. That means that it checks out everything – e v e r y t h i n g – about a company that you could ever, ever need to know, and then some.
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Tags: Alan Michaels, competition, Dirty Little Secrets, eCompetitors, Industry, product segments, target decision makers
What Are Buyers Doing While We Wait?
Jul 13, 2009 Decisioning & Change Management
Buyers have lots to do before they buy. And it has little to do with your product or their need.
You know those times when buyers show up and, barely before you can ask them what they need, buy? That’s because they’ve already done what they need to do BEFORE they contact you and they are ready. Unfortunately, the majority of buyers don’t realize what they have to do until AFTER they’ve started discussions, leaving us to think they are in a position to buy. They aren’t.
Before I tell you what it is they must do before buying, I’d like to say that I’ve asked hundreds of people where their prospects go when they say “I’ll call you back?” Here are the responses I always get, and have gotten (the same ones) for decades. And in this order:
1. they are going to find a cheaper price; 2. they are checking out the competition; 3. they are checking us out.
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Tags: cheaper price, competition, decision issues, facilitate, I'll call you back, need, realtor, sales, sales model, sales skills
