“We’ve worked with a number of companies similar to yours, and we’ve found that these three challenges come up again and again as by far the most troubling.

Challenge customers’ assumptions. Catalyze action. Scale across customers.

Frustrated that this longtime customer was trying to pull them into a price war, the supplier told them that they weren’t interested in that kind of partnership with a client, i.e., one based on price. So they told the customer that they would respectfully decline to submit a bid in response to the forthcoming RFP.

They place much greater value on reps’ teaching skills than on their discovery skills.

know what your unique strengths are.

Rep offers unique and valuable perspectives on the market. Rep helps me navigate alternatives. Rep provides ongoing advice or consultation. Rep helps me avoid potential land mines. Rep educates me on new issues and outcomes.

What data, information, or insight can you put in front of your customer that reframes the way they think about their business—how they operate or even how they compete?