Christian Klepp (co-founder of EINBLICK Consulting) recently joined Eric Gruber (CEO of Personal ABM) on the Stop the Sales Drop podcast to discuss how to stand out in the sea of sameness. Listen to this podcast to learn:
1. Why your positioning is not perceived as unique and of value to target accounts. (According to studies by Challenger Inc., only 14% of messaging is unique and relevant to buyers!)
2. How your competitive differentiation should focus on the account/competitor-specific gaps you fill and your impact vs. your product or service features.
3. Why your competitive differentiation does not help you win against your greatest c competitor — the status quo,
4. How to teach for differentiation so prospects come to their own conclusions on the unique value you provide vs. you making an unsubstantiated claim.
After you listen to the podcast above, check out these additional resources to help you teach for differentiation: