I’ve arrived at Dreamforce 15 in San Francisco for a week of innovation, fun, giving back and learning about the latest trends in sales and marketing automation. As I walk around, I’m struck by the number of firms with really cool technologies that turn customer engagement into real sales. One thing that’s noticeably absent (although it’s a big conference, I may not have found it yet) are solutions that specifically address competitive selling – where the buyer isn’t looking to engage with you and, worse, is forcing you to sell through a process with a proposal at the end!
Knowing your enemy
To know your Enemy, you must become your Enemy said Sun Tzu, in the Art of War. Sometimes competing for business can seem like a battle, where the odds are stacked against you and the odds of success are insurmountable.