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.