Remove Competition Remove Metrics Remove Training
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Scaling Sales: Arming & Aiming – Objection Handling

Both Sides of the Table

As a founder, when you’ve been dealing with these kinds of objections for a couple of years it becomes natural and you easily handle objections on price, product & competition without much thought. It is tacit knowledge. Some examples of common objections across many companies: 1.

Sales 289
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Does your team know your playbook?

Berkonomics

From experience and from information about the competition, a coach creates a playbook that contains detailed plans for actions or plays that the entire team must know without question and execute without pause in order to win games and advance toward the playoffs. Trained employees execute their tasks better than those who are not.

Coach 192
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7 Keys To Keeping Your Business Agile And Competitive

Startup Professionals Musings

He lived the philosophy that companies must be paranoid in order to survive, and continually disrupt their own markets to prevent overrun by competition. That means making sure you are utilizing coaching and mentoring, as well as training to keep up with changes in technology and the marketplace.

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Here’s Why a Booming Tech Market May Fool You into Thinking You’re Successful

Both Sides of the Table

Did they do a major training program? Create company measures for success that go beyond financial metrics. You manage what you measure so be careful about having too narrowly defined of performance metrics. Run board meetings that force strategic discussions rather than cheering sessions focused on financial metrics.

Marketing 354
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8 Tactics To Make Service Your Competitive Advantage

Startup Professionals Musings

Train them fully, give them authority, make them accountable, and tie their pay to customer satisfaction. It must be understandable, written down, and verifiable, with regular measurements and metrics to make it real, benchmarked against the competition. Train and coach continuously. Know your customers intimately.

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Where’s your team playbook? Hmm?

Berkonomics

From experience and from information about the competition, a coach creates a playbook that contains detailed plans for actions or plays that the entire team must know without question and execute without pause in order to win games and advance toward the playoffs. Trained employees execute their tasks better than those who are not.

Coach 120
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Praying to the God of Valuation

Both Sides of the Table

There was no money train. And then in the late 90’s money crept in, swept in to town by public markets, instant wealth and an absurd sky-rocketing of valuations based on no reasonable metrics. It was a way to make it hard for your competition to compete. It was 1991. There were startups and a software industry but barely.