competitive advantage Archives - Revenue Storm

Understanding the Client Decision-Making Process

Armed with new tools, techniques, and thinking after completing sales training, sales professionals often ask, “How should I begin?” A fair question after having been somewhat “fire-hosed” with fresh ideas for several hours during training.…

Ian RamsbottomJanuary 10, 2023

Are You Living Up to the Client Promise?

As Sales Leaders, our primary role remains to attract and retain the best sales talent we can. Having done so, we create a working environment where each team member can achieve their full potential delivering…

Ian RamsbottomApril 19, 2022

The Problem With Strategic Deal Qualification

A key determinate of growth is the ability of a sales organization to win the largest strategic deals. So, why do so many of our clients that are focused on these types of deals say…

Kevin DoddrellJuly 27, 2021

This Time It’s Personal

“But they have much better relationships than we do…” How many times do we hear this about the competition from our sales executives? First thought? What evidence do we have that this is the case?

Ian RamsbottomNovember 17, 2020

The Five Keys to Winning the Largest Deals

When faced with leading the largest deal of your career, how do you lead the pursuit team to a win? Read this article to find out the five critical parts of your deal winning strategy.

Kevin DoddrellNovember 10, 2020

Lights, Action, Camera!

When leveraged successfully, virtual selling – especially for strategic sellers, will afford you significant competitive advantage in the marketplace. Start with your camera! Learn more tips by reading this article.

Lon CunninghisSeptember 8, 2020

Coach’s Secrets to Surprising the Competition

You would be surprised how many salespeople do not set and execute a strategy to outmaneuver the competition. This is especially prevalent with RFPs, where far too much time is spent on the solution. This…

Kevin DoddrellJune 17, 2020

Coaching Flow: Stop the Value Proposition Madness!

Do you want to move deals faster through the funnel? Create a greater probability of success? Put more wins on the board? Then consider establishing a coaching flow and help stop the Value Proposition madness!

Bill WallaceJune 16, 2020

Rock Your Thought Leadership Throughout Your Sales Cycle

Gamers love the pursuit of extra lives, resources, and special powers. This is the thrill within the thrill of the game. Sounds like selling! Salespeople also love the thrill of acquiring extra powers in the…

Lon CunninghisMay 28, 2020

Creating a Virtual Competitive Relationship Advantage

Welcome to the “new normal” of virtual selling like we have never seen before! This article provides five key guidelines on how we can create a virtual competitive relationship advantage and beat the competition.

Kevin DoddrellMay 12, 2020

How to Master Sales – It’s a Game of Chess

Your value proposition doesn’t stand by itself. You need to make the right moves, with the right people, and tie it to the right outcomes. In this webinar, we discuss evaluating your go-to-market strategy, identifying…

Bill WallaceApril 21, 2020

Win Themes Done Right

Win Themes, poorly executed, sound like long, boring, bragging statements. They can ramble on about the benefits of products or services and likely sound a little different from any other competitor. Win Themes, at their…

Ian RamsbottomFebruary 11, 2020

Do Things WITH Clients Not TO Clients

Many people believe the ultimate goal in working with our clients is to become their “partner,” and not just another vendor. Yet, in a traditional selling process, most salespeople have several conversations with the client…

Lon CunninghisDecember 10, 2019

The Hidden Danger Inside Your Account Base

Is a hidden danger lurking inside your Account base? Instead of having a competitive advantage as an incumbent, you may have a competitive liability! As leaders, we often recognize success and celebrate team wins. Yet,…

Bill WallaceNovember 21, 2019

The Five Things You Must Know About Your Competitors in Every Deal

One of the most important positions within a company is that of a Sales Leader. Unfortunately, it is also one of the most precarious. The most recent estimate of a Sales Leader’s tenure is only…

Lon CunninghisNovember 2, 2018

The Usual Suspects Are Working Against You

The majority of base accounts have nowhere near the revenue penetration that we both think they do, or desire that they have. On average, base accounts have 15-20% revenue penetration for the client’s spend in…

Bill WallaceSeptember 14, 2018

Six Competency Gaps That Steal Your Competitive Advantage

Do your competitors fear your salespeople? Your salespeople are engaged in hand to hand combat. Your competitors are fielding their best sales talent against your best sales talent. Previously to gain the advantage, companies hired…

Lori PrestonMarch 23, 2018

Every Winning Strategy Needs Countertactics

When it comes to employing competitive strategy in key deals, many salespeople only do half the job. Besides executing a winning offense, you must also execute a winning defense by employing competitive countertactics that assist the…

Lon CunninghisJuly 14, 2017

Do Your Values Create Value?

In the 90's and 2000’s there were long, arduous focus groups dedicated to creating the two or three sentences that would define you as an organization: the beloved mission statement. Often, arriving at those statements…

Mary CasperApril 17, 2017

Colonel Mustard in the Library with the Candlestick

I am sure many of us affectionately remember playing Clue (aka Cluedo). The fun involved in following the clues, uncovering agendas, and taking risks — so many twists and turns throughout. It is a game…

Kevin DoddrellApril 6, 2017