Sellers are often so focused on helping their buyers find the best solution to their business issues that they often fail to protect themselves by differentiating that solution from the competition. In today’s highly competitive environment, understanding what differentiates your solution from the competition, and then being able to position and defend that differentiation, is critical to sales success.
But, wait.

What is differentiation?

Well, differentiation is the process of making a seller’s solution stand out from the competition through the uniqueness of the capabilities, and the added business value that those capabilities provide the buyer organization.




Dario Priolo
Author:
Dario Priolo, Chief Marketing Officer

Dario is SPI's Chief Marketing Officer and Demand Generation practice leader. He has over 15 years experience running marketing and demand generation functions in global sales and human capital consulting firms, and consulting with professional services and technology clients on these matters.

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Differentiation Grid Template

Download this useful template, and you can help your sellers have more insightful and compelling sales conversations with buyers.

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