Big Sales Opportunities Need Winning Competitive Strategies
Strengthen Customer Relationships By Beating The Competition
Develop insight into the customer's products, business model, politics and culture so that you can adeptly navigate their power base and beat the competitor's strategy - keys to winning a large sales opportunity.
The customer's power base will take notice of your strategic approach. They will want their sales teams to emulate your process. You've already proven that your strategy is aligned with their best interests, so they'll invite you to compete for future opportunities so they can watch you in action.
According to Holden International, only 3% of B2B companies vie for large opportunities at a strategic level. Just 17% earn political support. [24% compete at the feature/benefit level; 56% at the value-added level.]
If your company is strategically competent, you will improve the probability of winning. Strong relationships and loyalty will become byproducts.
If your company is not strategically competent, you'll need a strong change agent to address the resistance by managers and sales reps who don't want to expand their comfort zones. Motivate a favorable emotional response by rationally engaging them to believe that status quo risk is greater than moving forward.
You can post a new message in the Community or find us on Twitter Mon-Fri 8am-8pm ET, Sat 10am-8pm ET, & Sun 10am-6pm ET. We've got real people waiting to help you out. Click below to start a conversation!