Competitive Differentiation – Why Did They Buy From You?


Share on LinkedIn

The best sales teams go back to their customers well after the sale has been completed and ask, “So, what made you choose us [over XXX competitor]?” The answers are sometimes what you expect, but often you learn surprising new information on how customers perceive you as a vendor. This information should feed back into your positioning, Discovery conversations and other elements of your sales, implementation and follow-up processes. What have you heard from your customers that differentiates your company lately?

Harvest this information and use it!

Republished with author's permission from original post.

Peter Cohan
Have you ever seen a bad software demonstration? Peter Cohan is the founder and principal of Great Demo!, focused on helping software organizations improve the success rates of their demos. He authored Great Demo! - how to prepare and deliver surprisingly compelling software demonstrations. Peter has experience as an individual contributor, manager and senior management in marketing, sales, and business development. He has also been, and continues to be, a customer.


Please use comments to add value to the discussion. Maximum one link to an educational blog post or article. We will NOT PUBLISH brief comments like "good post," comments that mainly promote links, or comments with links to companies, products, or services.

Please enter your comment!
Please enter your name here