The More You Know

Selling today is far more difficult than it was only a few years ago. To be a fierce competitor in today’s B2B environment, it’s no longer good enough to simply know your competition and your own position in the market. You’ve got to be able to make tactical moves during the opportunity that secure your position as the customer’s top choice. In this article, we share those tactical moves and a five-step process to complete them, based on an interview with Linda Richardson, author and founder of the sales training firm Richardson.