Apr 07, 2016 By Dave Stein

What’s Your Difference? Achieving Competitive Advantage with your Customer by Establishing a Value Edge

Differentiation is a powerful tool for achieving competitive advantage, and in sales it’s a term we hear often. It’s likely you’re well-versed in how your offerings differ from those of your closest competitors, and in many cases, your customer is almost as familiar with those details as you are.... Read More

Sales, Sales Strategies

Dec 04, 2013 By Dave Stein

How to Turn Sales Tips into Professional Selling

How many salespeople do you think regularly seek out tips about selling on websites, in magazines and books and newsletters? If the increasing number of available sources out there offers any indication, a whole lot of them. What’s wrong with sales tips? Many salespeople think that these tips are... Read More

Sales

Oct 28, 2013 By Dave Stein

What You Need to Know to Outsell Your Competition

Having spent years as a competitive strategist, I have a deep understanding for what we need to know about our competitors in order to outsell them again and again. There are three levels of competitive intelligence. The first includes our competitor’s company—their size, locations,... Read More

Sales, Small Business