Sales Pipeline Radio

Standing Out in a Commoditized Market

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This week's show is entitled, "Standing Out in a Commoditized Market" and my guest is Steve Gielda, Managing Partner at Ignite Selling.

Tune in as we discuss...

  1. Buyers buy outcomes, not products. Know what the customer is trying to achieve before you start selling. Features and demos can wait.
  2. Price is rarely the real reason you lose a deal. When reps say they lost on price, customers usually tell a different story. Dig deeper.
  3. Reframe the decision criteria before your competitor does. If you let the buyer define the evaluation on their own, a competitor likely already shaped that list. Get there first.

    4. Listen Now | Watch the video HERE

    Matt interviews the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to [email protected].

    Sales Pipeline Radio was recently listed as one of 30 Best Sales Management Podcasts and Top 60 Sales Podcasts

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    Sales Pipeline RadioBy Matt Heinz, Heinz Marketing
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