Stand Out in the Crowd: Strategies to Differentiate Your Offering
Date and TimeThu, May 01, 2014 at 10AM Pacific / 1PM Eastern
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Are your salespeople standing out in a crowded marketplace? Do they know how to differentiate on value or do they rely on discounting to close sales? In the quest to discover value as defined by the customer, salespeople diligently ask the customer questions to identify a need they are trying to solve! All salespeople know this, so they come up with the same list of needs and therefore the same expected solutions.
In this webinar, we will explore how to differentiate yourself from the perspective of the customer’s experience with your offering. Specifically, how they identify a need, shop for the solution, and use, and finally stop using, your product or service. We will leverage this understanding of the customer experience to go beyond the expected and deliver a solution that has greater potential for higher value to the customer.
In this webcast we will:
- Examine how do you define differentiation that goes beyond the expected
- Understand how to create a view of the customer’s experience from purchase to usage of your product/service
- Discover new areas of competitive differentiation that the customer truly values, even if they had not articulated the need
About David Yesford
About Michael Leimbach, Ph.D.
Michael Leimbach, Ph.D., is Vice President of Global Research and Development for Wilson Learning Worldwide Inc. With more than 35 years in the field, Dr. Leimbach provides leadership for researching and designing Wilson Learning’s diagnostic, learning, and sales performance capabilities and has managed major research studies in sales, leadership, and organizational effectiveness. He also developed Wilson Learning’s impact evaluation capability and return on investment models. Dr. Leimbach has served as a research consultant for a wide variety of global client organizations, is Editor-in-Chief for a major professional journal, and serves on the ISO Technical Committee on Quality Standards for Learning Service Providers. Dr. Leimbach has coauthored four books, published more than 100 professional articles, and is a frequent speaker at national and global conferences.