Sales Differentiation Through Enhancing the Value

By Michael Leimbach, PhD

A recent conversation with a VP of Sales highlighted the frustrations of many sales professionals in this weak economy. “How do we gain the attention of customers when they are being flooded with calls from so many sales reps?” he asked. “How do we differentiate ourselves enough that they want to talk to us and not feel they are getting the same story they hear from every other company?”

These are good questions in a market where customers have smaller budgets and less time available to talk with suppliers. More companies are turning to RFPs as a way to limit the number of vendors they consider. Differentiating both the offering and the approach to the customer relationship has always been a competitive advantage. Today it is a critical necessity.

To truly enhance value you need to find ways to enhance the overall performance of the product or service with few or no additional costs.

Michael Leimbach, PhD

“Michael Leimbach, Ph.D. is a globally recognized expert in learning design and provides leadership for solution research and design solutions that turn learning into performance.

Dr. Leimbach has served as editor for multiple professional journals, consulted with numerous global clients, published over 100 professional articles, co-authored six books, and is a frequent speaker at national and global conferences. Michael received his Doctorate from the University of Minnesota and has worked in the learning and development industry for over 35 years.”