A recent study by Hinge Marketing found what our clients have been telling us for years - high growth firms are almost three times more likely to have strong differentiators in the eyes of their customers.
In addition to having a clear sales process, strong consultative selling skills, and consistent sales coaching, make sure that your sales force knows what makes you better (from your customers’ perspective) than your competition by answering the following questions:
- Why specifically is your offering better than other alternatives?
- Why do your customers want and need what you offer?
- What do you have to ensure confidence that your claim is true (i.e. client case studies, research, testimonials, and stories showing important benefits and results)?
