Do You Know ‘Why’ Your Competition Won That Account?

Which competitors are hurting you the most, and why?

When managers understand the answers to these questions they can position the company and maximise its strengths to compete more effectively. The answers allow managers to craft sales strategies that hit these issues head-on. By fully understanding losses, managers put themselves in a better position to secure more wins and support their salespeople in the field, by giving them better focus and direction.Five questions every sales manager should answer, by Peter Finkelstein, head of sales strategy at Barrett Consulting.

Price isn’t the one and only reason your customer chose your competition. Spending a little time doing research on social media may give you the competitive edge you need to land that next sale.

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