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Winning Competitive Business

Posted by Doug Davidoff

Nov 12, 2009 2:56:55 AM

I don't typically get jealous of people.  We all have our own stories, but I have to admit I'm jealous of Seth Godin. I've always admired his thinking - both in style and outcomes.  Even more, I enjoy his witty way of communicating very complicated ideas in extraordinarily simple fashion.

Well, today Seth topped himself.  In 5 (very) short paragraphs Seth nailed the key to winning competitive business.  The gist is that you don't take business from a competitor by being "better", you doing it by focusing on the things that matter to the buyer, that are being focused on by the competitor.

Do yourself, and your business, a favor and read it here.

Topics: B2B Sales Strategy, Sales Training/Coaching