Sales Training in Action: Winning With Best Value Needs

Phil Underwood of Columbus, Georgia, is an area consultant who handles business clients for Veolia Environment Services, a waste-management firm. His basic offerings (size of dumpster, frequency of pickup) are commodities, easily matched by competitors. After...

To Win Sales, Find Best Value Needs

“Commodities” used to mean things like wheat. Now yesterday’s technological miracle becomes today’s commodity at blinding speed. Regardless of your industry, chances are that your competitors sell wares identical or very similar to yours. This...