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Articles tagged with: competition

How to use competition to win business
Friday, 30 Sep, 2011
How to use competition to win business

Your best business driver is your competition. They keep you awake, aware, honest, and creative. You want them, you need them, and they are worthy opponents. Without competition, you won’t strive to stay ahead of your field, and you won’t have a way to measure your success/failure.
Too often, we position ourselves according to what we […]

eCompetitors Gives Sales Folks What They Need. Exactly.
Tuesday, 27 Oct, 2009
eCompetitors Gives Sales Folks What They Need. Exactly.

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 […]

What Are Buyers Doing While We Wait?
Monday, 13 Jul, 2009
What Are Buyers Doing While We Wait?

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 […]