We’re fans of Jeff Thull here at The Hire Sense and his latest article on the Salesopedia.com only supports our belief. Anyone who has been in sales longer than a day has seen a sea change in the customer relationship over the past couple of years. Rapid commoditization is a huge problem even for “unique” solutions. Here is the crux of what is happening (emphasis mine): Seeking competitive differentiation through increasing uniqueness and complexity can be a deadly double-edged sword, especially if building that differentiation exceeds the needs and understanding of your customers. You and your competition may believe you have a high-value product or service, but if your customers… Read More
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