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Outmanoeuvre the Competition: What does the customer really value?


How often do you hear salespeople become frustrated over lost opportunities and customer decisions to move to another provider.
Statements like:

  • “It was a done deal, what happened? Where did I go wrong?”
  • “I just don’t understand it, we are better, more competitive and are more efficient?”

Sales people need to understand how the customer sees value, and as David Yesford and Michael Leimbach point out, from multiple perspectives…
Read on to find out what the competition knew that you did not



Choreographing the Dance – Planning moves in a competitive environment


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