Key Concepts

• Strategic positioning
• Knowing how to differentiate your company and products or services quickly in the minds of your customer
• Understanding the shifting relationships in today's' marketplace - away from suppliers and vendors - towards strategic alliances and partnerships
• Understanding value marketing: the marriage of customer service, quality, sales excellence, product knowledge and financial problem solving
• Knowing how to win the trust of buyers early in the process so they can obtain the information needed in a complex sale
• Understanding of how and why buyers make a decision about their type of product or service
• Knowing how to deal with cross-functional teams and multiple buyers
• Incorporating creative applications for products and services to solve problems
• Understanding the technological revolution that has changed customer's expectations about quality, speed, communication and customer service