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Sid Chadwick
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6) Identification and frequent review of your organization’s market differentiation. Why and which customers prefer to buy from your organization is a “moving target.” Successful suppliers are relentlessly reviewing what customers tell them (and don’t tell them) and integrating this information with a tapestry of other market information that, over time, sculptures their message to their target accounts. Most buyers are asking, one way or another, “What do you have that I need and don’t already have?” If you can’t answer that question successfully, odds are you’re a “low price wins” supplier.
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Sid Chadwick
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