Four Types of Real Competition

Seems like everyday I’m working with a b2b sales person I get this question…

Who are My Competitors?

The first type of competitor is usually the easiest to figure out. Usually it entails a list of your major competitors within the industry or supplier types. Since this is the most common answer, it is a key bit of knowledge to have and use. In fact, I would suggest you create a matrix of competitors with the strengths and weaknesses of each competitor. This will assist you in developing a strategy to defeat an external competitor.

However there are three other types of competition for your funding. These three are usually not at the top of mind for the b2b sales person and thus little to no time is used to win against these menacing competitors who cause us to come in second on many projects or sales opportunities.

Here are other three competitors…

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