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How to Differentiate Your Solution from the Competition

By David Jacoby

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In today’s crowded marketplace, it’s easy to forget how many choices your buyer has. Buyers have a difficult time differentiating your solution from the competition’s solution. What may be an obvious distinction to you may not be so apparent to the buyer.

So you need to explain why the buyer should select your solution instead of the alternatives. Skilled sales reps differentiate their solutions by highlight features that are important to the buyer where they're strong, and their competitors are weak.

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How to Prevent Your Next SaaS Demo Going Silent

By Ray Makela

On this Q&A episode: "What's the best way to follow-up with a demo? Even though my demos go really well, the prospect seems to go silent after we meet".  

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How to Deliver Product Demos that Convert

By Ray Makela

On this Q&A episode: "Why most product demos miss the mark, and what can I do to improve my chances of success?"

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Four Types of Value Added Benefits and How to Quantify Them

By David Jacoby

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Think of the last time you won a close, competitive sales opportunity. What tipped the scales in your favor? 

In sales situations where it’s difficult to differentiate your solution from the competition’s, you often win by offering your buyer extra services, or Value-Added Benefits. These are extra services above what you provide with your primary product or service at additional cost to the buyer.

Chances are you're already providing your buyers Value-Added Benefits, but you're not getting credit for them.

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The Secret to Great Sales Presentations

By David Jacoby

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According research conducted by the Chally Group, 39% of B2B buyers select a vendor according to the skills of the salesperson rather than price, quality, or service features. From the buyer’s perspective, one of the most visible indicators of the salesperson’s skill is the sales presentation.

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How to Create a Competitive Edge to Beat the Competition

By David Jacoby

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All sales people hate competition. Unfortunately, that’s the nature of selling – it's always there and you have to beat the competition. If competition isn’t evident in a particular selling situation, chances are it will surface sooner or later. 

Direct competition in a selling situation significantly increases the complexity of the sales process. Not only do you have to understand what the buyer wants and how your solution addresses the buyer’s needs, but also how your solution stacks up relative to the competition. 

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Four Components of a Strong Customer Value Proposition (w/ Examples)

By Marlaina Capes

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We’re all familiar with the term Value Proposition. Most often it is used to describe how your company differentiates itself from the competition.  A good Value Proposition is usually put together by the marketing department and is generic enough to be used in a variety of situations.   

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How to Sell on Value for Better Sales Results

By Debbi Conger

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One of the most startling changes in selling over the past decade has been the rapid evolution in customers’ overall sophistication and knowledge (courtesy of the Internet).  According to a research study most customers are 85% through their purchase process before they even call a sales person. And by that time, they may have decided that your competitor was a better option.

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Feature Dumping Doesn't Work, Do This Instead

By David Jacoby

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One of the worst mistakes salespeople make, even highly experienced ones, is “feature dumping.” Here the sales professional drones on and on about the features of his or her product or service, without really knowing what the buyer really wants. Or maybe the sales professional does know but is unable to customize his or her presentation accordingly.

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How to Analyze Your Audience in a Sales Presentation

By David Jacoby

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One of the most nerve wracking experiences for any sales professional is making sales presentations to buying committees. Public speaking is always a challenge for people, particularly when a sale may be depending on the presentation.  

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Storytelling: A Highly Effective Way to Increase Your Sales

By David Jacoby

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Dating as far back as the Stone Age, the art of story telling is a highly effective form of communication. People are simply hard-wired to hear stories. In fact, the London School of Business found that people retain 65 to 70 percent of information shared via a story versus only 5 to 10 percent of information conveyed through statistics.

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Sales Closing Techniques When Prospect Goes Silent

By Norman Behar

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One of the primary frustrations every sales person experiences is when a prospect who appears to be interested in their products and/or services stops responding to their e-mails and phone calls. They are now in a position where they have to come across as professionally persistent as opposed to annoying. Here are helpful sales closing techniques to use when the prospect goes silent. 

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