Tag: 上海春风楼桑拿论坛

first_imgSale leaders underestimate just how much impact their sales force can have on the execution of their strategy.If you do not intend to lead with price, competing on price is a change of strategy. “But we are not competing on price,” you say, “We are competing on value.” This may or may not be true, but every time you match a competitor’s price, you have decided to compete on price. More still, every time you beat a competitor’s price to win new business, you are absolutely competing on price—and by doing so, changing your overall strategy.If your product or service isn’t undeniably the best in the category to the point that it defines that category completely, you cannot compete on product or service. “Our product really is better than our competitor’s,” you say. If you insist. Look, you know far more than I do. That said, almost everyone has a good product or service. If you lead with product, you are selling features and benefits. This means you are selling at too low a level to be compelling, differentiated, or a trusted advisor.When your salespeople compete on product without that actually being your strategy, they lose because they have decided to change your strategy.I know, you want your team to compete on value creation. You want them to be consultative, and you want them to be considered trusted advisors, peers of your clients. But when your sales force isn’t equipped to sell value, that’s the same as not having a disruptive, insight-based strategy.Some portion of your sales force will try to make selling easy by competing on price, when it is not to your advantage to do so, and by expecting the product to sell itself. It is likely that this isn’t  possible in an economy that is commoditizing everything it can.If you don’t want your sales force to change your strategy, then you cannot be responsible for changing the strategy either. This means you can’t allow your sales force to compete in ways that aren’t aligned with your strategy. Essential Reading! Get my 3rd book: Eat Their Lunch “The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition.” Buy Nowlast_img read more

first_imgCayetano dares Lacson, Drilon to take lie-detector test: Wala akong kinita sa SEA Games Robredo: True leaders perform well despite having ‘uninspiring’ boss PLAY LIST 02:49Robredo: True leaders perform well despite having ‘uninspiring’ boss02:42PH underwater hockey team aims to make waves in SEA Games01:44Philippines marks anniversary of massacre with calls for justice01:19Fire erupts in Barangay Tatalon in Quezon City01:07Trump talks impeachment while meeting NCAA athletes02:49World-class track facilities installed at NCC for SEA Games Sports Related Videospowered by AdSparcRead Next READ: US swimmers made up Rio robbery, vandalized gas station—policeLochte was banned from swimming for 10 months — a suspension that ends on June 30.During his suspension he has competed in a meet not sanctioned by USA Swimming and says he plans to try to make the 2020 Olympic team.The 12-time Olympic medalist will turn 36 during the Tokyo Games.ADVERTISEMENT Hotshooting Brownlee still looking to elevate intensity of his game MOST READ Ryan Lochte. AP FILE PHOTOLOS ANGELES—US swimmer Ryan Lochte has revealed he considered suicide after the drunken escapade at the Rio Olympics which triggered an international scandal.“After Rio, I was probably the most hated person in the world,” Lochte told ESPN.com. “There were a couple of points where I was crying, thinking, ‘If I go to bed and never wake up, fine.’”ADVERTISEMENT Lacson: SEA Games fund put in foundation like ‘Napoles case’ Every 18 seconds someone is diagnosed with HIV Asked if that meant he considered killing himself, Lochte nodded and added: “I was about to hang up my entire life.”Lochte has spoken previously of the depression that followed the scandal, in which he said he and two US swimming teammates had been mugged at gunpoint at gas station.FEATURED STORIESSPORTSSEA Games: Biñan football stadium stands out in preparedness, completionSPORTSPrivate companies step in to help SEA Games hostingSPORTSMalditas save PH from shutoutREAD: Ryan Lochte, 3 other US swimmers robbed by armed men in RioBrazilian police determined he had largely fabricated the story, and Brazilian authorities were furious.center_img Pagasa: Storm intensifies as it nears PAR View comments BREAKING: Cop killed, 11 hurt in Misamis Oriental grenade blast LATEST STORIES Don’t miss out on the latest news and information. BREAKING: Cop killed, 11 hurt in Misamis Oriental grenade blast BSP survey: PH banks see bright horizon amid dark global recession clouds Palace: Duterte to hear out security execs on alleged China control of NGCPlast_img read more