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12 Ways to Sell Against an Entrenched Competitor - by Mark S A Smith
Submitted on Apr 08, 2011 from Mark S A Smith
When you sell into an established market, if you're going to grow your share, you'll have to take business away from your competitor. Dislodging an entrenched vendor isn't easy, but it is possible and I'm going to show you how! Try these tactics next time you hear, "We're happy with our ...
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What to Do When You Can’t Keep Your Delivery Commitment - by Mark S A Smith
Submitted on Apr 03, 2011 from Mark S A Smith
I had a recent situation where I wasn’t able to meet a commitment to my customers. It wasn’t my fault—a delayed plane flight because of weather meant I missed a telephone-based training event that I was paid to deliver. Yet it was my responsibility because I agreed to deliver the class and knew ...
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