Are you sure you know who you're competing with?

Guest post by: Mike LeMaster
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What language are YOU speaking? - By Mike LeMaster

A recent trend is for companies in differing product/service suites to be competing for scarce monies. This is the case where a business has to decide...Do we use our monies to buy new technology or train our sales organization. Do we conduct a marketing campaign or purchase a new machine. Do we conduct a telemarketing campaign or hire a consultant to uncover our systemic needs. Thus, limited funds and their prudent allocation becomes a competitor of a different kind.

Qualifying the competition has taken on a new meaning. This responsibility for qualifying the real competition often resides with your salespeople. Their ability to qualify the real competitive pressures has a tremendous impact on your company's ability to respond with maximum effectiveness and results.

Here are five competitive situations your salespeople need to be pristinely aware of:

• Direct Competition • New Competition • Do Nothing Decision • Internal Resources • Limited Monies

Today's sales professional will not unearth the real competition unless they open up their aperture of vision and question the choices that customers are now making as it relates to purchasing decisions.

Do not assume that the decision is between you and your traditional competitors. The competitive landscape has changed. Have you?

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What language are YOU speaking? - By Mike LeMaster

About the Author: Mike LeMaster

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Mike LeMaster is the President and Founder of Revenue Advisors, LLC and Sales Coaches International, LLC. His companies provide outsourced revenue acquisition expertise that enables their client companies to achieve higher levels of revenue success. Mike's background in economics and 29 years in revenue generation, positions him well to strategize, advise and coach on the ways in which a company can achieve or exceed its true revenue potential. For more info, contact ml@revenue-advisors.com or visit www.revenue-advisors.com. Also, you can read Mike’s Linkedin profile at www.linkedin.com/in/revenueadvisor
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Are you sure you know who you're competing with?

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