Sales Tip No. 29 - Who are you really competing against?

We frequently hear sales people saying "there's no competition on this deal".  When we dig deeper we find that there is competition after all, but not from where they think.  The "competition" is coming in the form of 1) lethargy, the easiest decision is no decision, do nothing or 2) competition for use of the funds earmarked for your deal - not a directly competing product, service of solution.   Lethargy is always a challenge - remind the prospect of why you are there in the f ... Read more

Why the best products, services and solutions don't always win the order.

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