Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want

"If we don't drop our price, we will lose the deal."

That's the desperate cry from salespeople as they try to win deals in competitive marketplaces. While the easy answer is to lower the price, the company sacrifices margin—oftentimes unnecessarily.

To win deals at the prices you want,the strategy needed is differentiation. Most executives think marketing is the sole source of differentiation. But what about the sales function of the company? This commonly neglected differentiation opportun...