competitive advantage Archives

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

Article

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

Article

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

Article

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

Article

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

Article

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

Article

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

Article

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

competitive advantage Archives - Revenue Storm

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Do Things WITH Clients Not TO Clients

The Hidden Danger Inside Your Account Base

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

The Usual Suspects Are Working Against You

Six Competency Gaps That Steal Your Competitive Advantage

Every Winning Strategy Needs Countertactics

Do Your Values Create Value?

Colonel Mustard in the Library with the Candlestick

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competitive advantage Archives - Revenue Storm

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Recent Posts

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CONTACT