Readying The Sales Team For Competition

Performing a competitive assessment builds the foundation for a competitive sales strategy. Winning strategies focus on the buyer, not the competition. Ensuring that the team is equipped with the selling skills necessary to execute on a high level is essential for strategic success.

In the recent reports “Attacking The Competition: Winning Strategies” and “Playing Defense: Winning Competitive Tactics,” we discussed how marketing can help create growth and improve retention through “attack” and “defend” programs. In this report, we present effective strategies for reps to employ when actively engaged with buyers in competitive selling situations and discuss the knowledge, processes, skills, and tools required to prevail when selling against the competition.