Partners in EXCELLENCE - Making a Difference
This is Dave Brock’s Blog.
It offers my views on a variety of business, sales, marketing, and leadership topic. My goal is to make a difference for you, the reader, in both your professional and personal lives.
I was involved in a discussion with a team on a very large opportunity. It seemed an inordinate part of the discussion focused on the competition. People went back and forth on their strengths relative to the competitors, the relationships the competitors had with the customer, strategies to deal with the competition. And yes, we even got to the discussion, “How much discount to overcome where they thought the competitor would price their solution?” But the team failed to consider the real competition and developed no strategies to address these. The biggest competitor we have always faced is doing nothing. […]
Read More