#3 Qualifying the Right Opportunities – Disrupting Entrenched Competitors

New web-based program Welcome back to our latest segment on How to Disrupt Entrenched Competitors and Win The Business You Deserve! One of the more difficult challenges in disrupting or upsetting an entrenched competitor is qualifying the right opportunities. Too often you hit a brick wall. You present your prospect with an awesome solution, at a terrific price — but they won’t budge. Instead, the prospect replies with comments like: “We are happy with our current supplier.” “We’re too busy.” “We have other priorities.” “I must run your solution by my boss.” or a thousand-and-one other excuses. You’re left hanging while Read More…

#2 Infiltrating Key Accounts — Disrupting Entrenched Competitors

Entrenched Competitors Welcome back to our series on How to Disrupt Entrenched Competitors and Win The Business You Deserve! One big challenge we face when it comes to disrupting an entrenched competitor — and infiltrating key accounts — is calling on the wrong people. Too often, we end up trying to cultivate relationships with prospects that don’t have the foresight, the vision, or the receptivity to embrace our ideas. So what’s the answer?  Call on the right people. Often, these are corporate-level executives (the C-Suite), people who control the budgets, have the final say, understand the big-picture needs, and are Read More…

#1 Program Overview — How to Disrupt Entrenched Competitors and Win the Business You Deserve!

How often does this frustration occur? You initiate a new sales opportunity and the prospect says, “We’re happy with our existing supplier.” Why is this? Your offer is better – even superior – to what they’re using. If only you could get the prospect to listen. Most prospects claim they’re “satisfied” with their current suppliers. In reality, many are not. It’s a lot easier to dismiss you. Prospects want to stick with what’s comfortable — believing what they’re using now is working fine. Watch the program overview — How to Disrupt Entrenched Competitors So, should we let them wallow in Read More…

To Call Or Not To Call, That’s The Question

Dear Paul, I can’t tell you how many times I come across good solid prospects (and customers) where it’s a great sales call but they cut short the conversation and say, “I’ve got to run now. Let me call you back this afternoon or tomorrow (or whenever).” Rarely do they follow through. These experiences make me want to scream, “Come on, folks! Do what you say and call me back. Don’t blow me off.” My question to you is should I be patient and wait a day or two or even more for them to call me back? After all, Read More…

Top Six Agriculture Sales Trends That Can Affect Your Business

Challenges in the AgriBusiness Industry Things are tough for farmers, ranchers, agrochemical companies, and farm equipment manufacturers these days. Historically, the agriculture industry has been reluctant to change its ways and it’s easy to see why when you consider the risk involved with implementing or experiencing substantial change. Think of it this way — if you make a misstep in a presentation or quote the wrong price, it may cost you what may have been a lucrative deal. The odds are good that you’ll have other chances soon to recover from that blunder as you tap your pipeline of prospects Read More…