Digital Sales Training Blog

DM Training Blog

No matter what you're selling, you can always get better. Learn the sales insights, tips, and trends you need to know to improve your sales behavior and grow your pipeline.

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Sales Tips | Sales Training | competitive selling

What is Competitive Selling?

By: Molly DePasquale
June 6th, 2019

Competitive selling is a combination of three things: mindset, competition, and positioning Let’s explore each: Mindset Competitive selling starts with your mindset. Your mindset is motivated and empowered. You are not driven by income, but rather from the satisfaction, challenge, and personal achievement that a career in sales affords. It also means you see sales as a game to play, to have fun with and to win. Competition You’re ruthless about understanding the industry (or industries) your solution serves as well as getting to know the competitors you’re likely to face on a daily basis. This doesn’t mean you’re constantly comparing yourself to the competition, it simply means you’re knowledgeable about what they offer and how your solution is unique and different. Positioning (Point-of-View) Your positioning or point-of-view is a particular attitude or way of considering a matter. It’s your position and passion towards the solution you’re selling and the people, companies and industries you help. When combined, these three elements give you the ability to leverage competitive selling as an approach and strategy.

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competitive selling | positioning against competition | Sales Meetings

5 Tactics to Outperform Your Competition

By: Molly DePasquale
December 6th, 2018

Competition, love it or hate it, is an essential part of being in sales. Whether you’re dealing with internal competition from fellow sales reps or an external threat from competitor companies in your industry, competition drives us to be the best we can be. But when it comes to winning new business and increasing market share, what are you doing to differentiate yourself from the competition?   If you’re not already testing new and different strategies or tactics, here are 5 ideas to consider as you position yourself against the competition.

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3 Questions to Ask Before Investing in Sales Training

3 Questions to Ask Before Investing in Sales Training

The right sales training for your employees is integral to the success of your business. Before you invest, make sure you have all of the information you need to make a smart decision.

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competitive selling

Competitive Positioning: How to Stand Alone in Your Market

By: Steve Bookbinder
November 9th, 2017

If you're selling digital media, you are always competing. Whether you realize it or not, you’re up against competitors that you know about AND those you don’t. It's safe to assume there are 10-30 competitors per day reaching out to your customers and prospects trying to win them over, right under your nose.  Competitive positioning is about defining how you’ll “differentiate” your offering and create value for your market. It’s about carving out a spot in the competitive landscape, putting your stake in the ground, and winning mindshare in the marketplace – being known for a certain “something.”

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Sales Tips | Sales Training | Motivational | salespeople | high performing salespeople | sales tools | competitive selling | how to

How to Develop Competitive Sales Skills

By: Steve Bookbinder
February 9th, 2017

Developing competitive sales skills focuses on being prepared to perform under pressure, in any type of situation or environment.

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3 Pro Athlete Takeaways for Sellers

By: Anna Adamczyk
December 17th, 2015

What do professional athletes have to do with sales? Well if you’re in the market of selling supplements or sneakers, maybe it’s more than we can possibly imagine. But even if you’re just in the business of selling, there’s a lot you can learn from the pros.

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Digital Media Landscape | positioning | competitive selling

Gaining A Competitive Advantage - How to Position Your Digital Sales

By: Steve Bookbinder
August 4th, 2015

If you are selling advertising today, you’re always competing whether you realize it or not. You’re up against competitors that you know about, as well as those you don’t.

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