Ed. – Today we present a classic. Not only a classic HUB article, but a classic complaint that you’ve heard (or used) many times before. Chris relates an experience that both answers the complaint and tells you something about the value of interaction among your sales team
I was in a workshop a few years back with a few different companies, all in similar industries, attending. Within the first hour, an intense discussion had erupted around pressures on pricing.
Many of the sales people present felt that there was commoditization in their markets and price was the sole criteria for decision making. All the sales person does is take price and delivery calls. They can’t get past the purchasing agent or buyer, and have no chance to differentiate their company.