Selling has always been about relationships, but it is becoming more significant in today’s world. According to a recent study referenced in this Selling Power.com article – The Relationship Imperative – product superiority is not as big a driver in customers’ decision-making process. “Product superiority used to be a big advantage for companies,” says Jim Dickie, partner at CSO Insights. “But collapsing product lifecycles is changing that. If a competitor doesn’t have a feature or function today, they can catch up a lot faster than they could in the past.” The result: product superiority has dropped down to the number three reason companies win deals with just 35 percent of… Read More
Continue Reading