Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline

CHAPTER

1

Internalizing Your Competitive Position

Sales training programs do a decent, if not an excellent, job of covering product and service knowledge, selling skills, sales technology platforms, and company policies. However, at the end of formal training, most sales professionals still lack the confidence and ability they need to hit the ground running because they haven’t developed a strong sense of how to position the value of buying from their company rather than from the competition.

The Six-Factor SWOT Analysis

Fortunately, many frameworks used in strategic planning are invaluable for understanding both a company’s competitive positioning and its operating environment. The ubiquitous SWOT analysis, short for strengths, weaknesses, ...