Why relevance is trumping competitiveness. Jaynie Smith joins Jim Blasingame to discuss the competitive advantage of delivering on values that are relevant to your customers.
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Affluent Magazine: Attracting and Retaining Good Salespeople: It’s Not About Them, It’s About the Company
I speak to CEO and executive groups nationwide and am continually told that their sales managers complain the sales staff wants them to “lower the price” so they can sell more. That is a common cry. However, when a company creates, measures and maintains strong competitive advantages that are most valued by the customer, that company will attract the very best salespeople and customers. It starts with strategic decisions and operational changes that make a difference.
PROFIT Magazine: The Biggest Lie in Business
Most entrepreneurs deceive themselves by claiming to know their competitive advantage. Discover the truth about your company, and you can send your sales soaring. [Honestly!]
Office Depot seeks unique identity from competition
Office Depot is a company in search of itself. New chief executive Roland Smith said the nation’s No. 2 office-supply retailer needs to develop what’s known as a “unique selling proposition” — a way to set itself apart from competitors that include Staples, Amazon and Costco. Speaking with analysts last week, the former Wendy’s CEO…
Forbes.com: Are you SURE you know what your customers want?
Listen to the interview between Jaynie L. Smith and Jim Blasingame as they discuss why research shows only 10% of businesses know what their customers really want and how to avoid this mistake.
CRM.com: Make Relevancy Your Competitive Advantage
Most businesses brainstorm to come up with a list of their “strengths,” or they have their marketing firm do it for them. Then they throw all the results against the wall and hope some stick. Well, some do. But wouldn’t it make more sense to throw them at the bull’s-eye and get more direct hits?
Jaynie Smith on BS with Bob Schmidt: What are your competitive advantages?
Glean some helpful advice from the Jan 31 interview where Jaynie discusses many of the concepts from her best-selling book Creating Competitive Advantage. Get free chapters from Jaynie’s books that she mentioned in the interview. Creating Competitive Advantage | Relevant Selling.