Standing Out in a Commoditized Market
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Standing Out in a Commoditized Market
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Narrated by:
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By:
This week's show is entitled, "Standing Out in a Commoditized Market" and my guest is Steve Gielda, Managing Partner at Ignite Selling.
Tune in as we discuss...
- Buyers buy outcomes, not products. Know what the customer is trying to achieve before you start selling. Features and demos can wait.
- Price is rarely the real reason you lose a deal. When reps say they lost on price, customers usually tell a different story. Dig deeper.
- Reframe the decision criteria before your competitor does. If you let the buyer define the evaluation on their own, a competitor likely already shaped that list. Get there first.
Listen Now | Watch the video HERE
Matt interviews the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to acceleration@heinzmarketing.com.
Sales Pipeline Radio was recently listed as one of 30 Best Sales Management Podcasts and Top 60 Sales Podcasts
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