Seeing the Road Forward to Success
Sales strategy consists of identifying how you will achieve relative superiority—that is, the point at which you have a decisive advantage over your competition.3 In other words, strategy answers the question, “What are you counting on to win?” And winning means improving your customers’ businesses and growing your company’s revenue and profits by defeating a competitor trying to do the same thing. Insight from our seller surveys and deal reviews outlines three specific nontraditional sources of relative superiority that advanced sellers both “see” and “manage,” while others do not, enabling them to lead the change in this market. More specifically, the best sellers:
This book presents how to see and manage these three invisible intangibles—politics, Unexpected Value, and strategy—and ...
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