Welcome to a new edition of RPGfwrd, where we explore how to move margins.
🔥 98 Degrees Take
Features and Benefits Are Not Differentiators
Lots of sellers like to sell solutions that have a feature their competitors don’t. The problem? The competition catches up, every time. Even worse, most industries are (pinches fingers together) this far away from being entirely disrupted by a new kid on the block.
Prospects want to work with (read: buy from) folks who can demonstrate how they’re going to help move their business – or their part of the business – forward. Work with them to do it, and let that be your differentiator.
🔗 Link
Are Your Managers In Sync With Your Strategy?
This post-pandemic look at change is as relevant today as it was when published in 2021. What if change is being held back, not from the bottom of the org chart, but from the top?
Based on the data it brings, it may be worth asking in your organization.
💡 Big Idea
Prospects Don’t Move in One Direction
We’ve seen a thousand sales processes in dozens of CRMs and they all look the same: a line from first contact through closed won/lost. But prospects don’t always follow a line, do they?
What if your team was able to imagine the real path(s) they take, document that, and allow it to happen instead? How would that flexibility change their approach?