Selling Against Goliath

Topics:
Assessment
Tags:
Sales,
Sales Force Management,
Sales Strategy,
Sales Team
Source:
The Stein Advantage

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Overview: When a sales team loses, whether they sell for the small company or the larger one, for that matter, it’s for one of two reasons. They didn’t properly qualify the opportunity, or they were outsold by the competition. There is no third alternative. Article takes a look at these two outcomes and explores specifically how to improve the effectiveness when selling against a much larger competitor.

(Is this item miscategorized? Does it need more tags? Let us know.)

Format: HTML | Date: Mar 2003 | Pages: 1

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