Harvest this information and use it!
Wednesday, October 23, 2013
Competitive Differentiation - Why Did They Buy From You?
The best sales teams go back to their customers well after the sale has been completed and ask, “So, what made you choose us [over XXX competitor]?” The answers are sometimes what you expect, but often you learn surprising new information on how customers perceive you as a vendor. This information should feed back into your positioning, Discovery conversations and other elements of your sales, implementation and follow-up processes. What have you heard from your customers that differentiates your company lately?
Posted by Peter E. Cohan at 2:54 PM