S OUR STRATEGIC PARTNER, Jeff Thull says, “There may be no competitive strategy so feeble and yet so effective as saying, ‘We can do the same thing as Company X, but for 15% less.’” Of course, the problem is that customers may not be able to cut through the smoke and mirrors to see the truth.
When your offering is superior, and yet you are losing to inferior competitors who provide less business value than you, the inescapable reality is that your value is not being thoroughly connected to the critical business issues, processes, and people within your customer’s organization. Learn More
“Shifting our sales organization to sell on value – and capture more value for ourselves — was a big change for us. It wasn’t fast, easy or cheap. But it was worth it. My advice to those considering Ted’s services is to make the long-term commitment to implement these approaches, and stay the course. You can’t be half pregnant. And you can’t half transform. Ted and his team at Entheon will help you get to the results you are looking for. I highly recommend them.”