Smart sellers engage with prospects only after they have developed a thorough understanding of how they stack up against common competitors. To be confident and win more business you must clearly understand how your services or products compare to competitors. This competitive analysis should be done from the client’s perspective. Be objective. Don’t limit your […]
Reacting to clients will cost you sales… this is why
Recently I was preparing for an inhouse training program by interviewing a number of senior managers and business development staff within the client organisation – the Australian division of a multi-national engineering company. The company has a great team of experienced staff, and is well positioned for future growth within the industry sectors they serve. […]