Join Jeff Bloomfield for an in-depth discussion in this video Understand what isn't said, part of How to Analyze Sales Competitors.
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- In life we often experience the power of words not spoken.…Sometimes we call it reading between the lines.…This can be a powerful form of communication…and can convey as much as what is actually said out loud.…The same is true in sales,…especially when it comes to our competition.…As we all know a great deal of time and money…is spent on marketing messages and advertising…for products and services.…The same is likely true for your company…as it is for your competitors.…Typically marketing focuses on great features and benefits…that we as a company feel are important…and that we are really good at.…
This is fairly normal and we probably use these things…to gain knowledge about our competition,…but what about what they aren't saying?…What can we learn from that?…Let's use an example.…There are many ads on TV for cell phone carriers.…When a particular carrier talks about great coverages,…how they have all the latest phones,…and the fastest data speeds,…we take that as somewhat face value,…which is how marketing is designed.…
Jeff shows how tools like LinkedIn and Google Alerts can help you stay up to date on your competition's personnel and product updates, and how you can take advantage of the webinars, presentations, and other resources presented by your competition. Last, while competitor information is critical, it's ultimately more important for you to remember the value that your company brings. Jeff closes by explaining how you can best sell your company's products and services: by not getting too distracted by the competition.