Typical Sales Challenges
Why do these well- intentioned investments fail?
Over the last few years we’ve conducted some analysis of where things go wrong. If we could understand this perhaps we could create a solution that would prevent or diminish the risk of failure.
Click on the boxes below to review our assessment of each discipline.
Competitor Positioning
Competitor Positioning is something most companies do very badly, if at all! ‘The art in defeating the enemy, is in defeating the enemies strategy’ so said Sun Tzu in The Art of War (note to reader, this book is famous – most people know of it, yet few have actually read it!). Keep this sentence in mind when next you’re reviewing a ‘must-win’ deal where you know you’re up against some powerful competitors.
If you really want to win the deal you need to conduct a competitor analysis. Then you’ll be better equipped to figure out how to position your solution in the eyes of your customer, versus the competition. After all, the customer has to figure out which solution to chose – so don’t just leave it to them; help them in selecting the right solution (i.e. your solution).
For further information, questions or advice please call Richard Lown on 01926 430 531 or contact via our online form.
