From the course: Selling into Industries: Telecommunications
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Competition for selling into telecos
From the course: Selling into Industries: Telecommunications
Competition for selling into telecos
- Who is your competition? Do you even know? The one thing all telecoms have in common is that they want to work with sales professionals that demonstrate knowledge and ability to keep pace with the change in the industry. But to edge out the competition you'll need to know how you stack up. So how do you get to know your competition? First, identify who they are. There are so many players in the telecommunication marketplace and you have to identify the ones that matter, the ones that you're really competing against. So pay attention to who keeps popping when you are making proposals or losing deals. Notice who your best prospects are currently doing business with and whose name repeatedly shows up when you hear customers talking. And ask your best customers and prospects. There is no harm in asking who else they hear about in the industry, who maybe some of their friends use, and who they think are strong. And shop. Call a few of your competitors and act like a prospect. Ask a few…
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