Competitive Strategy: Influencing the Decision to Win the Sale

By Michael Leimbach, Ph.D., Vice President of Global Research and Design for Wilson Learning Worldwide

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How does a done deal come undone? Your rep had a good relationship with a great contact, the right solution to meet the customer’s needs, and strong buying signals right up to the last. Then came the dreaded call: “Thank you for the proposal, but we’ve decided to go with someone else.” So, what happened? Could this loss have been prevented?

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