Dave Stein is a sales consultant and strategist whose expertise has been featured in Fast Company, Harvard Business Review, The Wall Street Journal, Fortune, and Forbes and an advisor to Sales and Marketing Management magazine. He lives in West Tisbury, Massachusetts.
Differentiation is a powerful tool for achieving competitive advantage, and in sales it’s a term we hear often. It’s likely you’re well-versed in how your offerings differ from those of your closest competitors, and in many cases, your customer is almost as familiar with those details as you are....
How many salespeople do you think regularly seek out tips about selling on websites, in magazines and books and newsletters? If the increasing number of available sources out there offers any indication, a whole lot of them.
What’s wrong with sales tips?
Many salespeople think that these tips are...
spent years as a competitive strategist, I have a deep understanding for what
we need to know about our competitors in order to outsell them again and
There are three levels of competitive intelligence.
The first includes our competitor’s company—their size, locations,...