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The Center for Sales Strategy Blog

How to Win Against the Competition + More

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We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1How to Win Against the Competition — HubSpot

Salespeople and prospects rarely want to talk about the same things. You want to talk about the buyer’s budget, timeline, and role in the decision making process, while the buyer wants to talk about pricing and the nuts and bolts of the product. This conflict is especially clear when your prospect brings up the competition. It would be great to keep the focus elsewhere, but if you say too little (or nothing at all), you’ll miss an opportunity to differentiate. Say too much, and you typically come across as insecure or desperate. To walk this line and ultimately win the deal, follow these six guidelines.

2. Your Feedback Emails Sound Too Harsh—Write This Instead — Fast Company

Sometimes you need to share feedback with someone or disagree with a stakeholder, or tell someone they messed up. In the cases whee setting up a call or in-person meeting would be an overreaction (and risk making the situation an even bigger deal), here's a formula that makes difficult emails as kind and helpful as possible. 

3. All Your Snapchat Advertising Questions Answered — Content Marketing Institute

By the end of 2017, Snapchat is projected to generate $895.5 million in advertising revenue, up from $340 million in 2016. What businesses can benefit from Snapchat, and what advertising options are available? Here's what you need to know.

4. Ranking Fluctuations: What to Expect + How to React — Moz

Rankings fluctuations can be panic-inducing, but they happen to everyone. This video discusses why ranking fluctuations occur, the importance of keeping your cool during those darker moments, and how to identify when you should actually be concerned.

5. LinkedIn Etiquette Guide 2017: 20 Do’s & Don’ts [Infographic] — Social Media Today

Has your fear of making mistakes on LinkedIn prevented you from taking full advantage of all that the professional social network has to offer? This infographic examines important Do’s and Don’ts of LinkedIn etiquette, and the mistakes to avoid in order to maximize your presence.


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Topics: inbound marketing Sales Wrap-up