Related post: How To Sell More by Nailing
Posted: Mon Jan 27, 2025 8:48 am
Gartner reports that companies that deliver a great buying experience grow two times faster than those that deliver average experiences. Salesforce’s State of the Connected Customer report agrees, stating that 80% of customers feel the buying experience a company provides is as important as its products and services. So if you want to differentiate yourself from your competition and break out of the commodity zone, focus on creating a high-value and frictionless experience during the sales cycle that transcends your solution.
A Note on Brand:
Companies like Apple, Red Bull, Disney, Porsche, and even Salesforce stand out because of the strength of their brand despite the fact that they sell commodity products. Brands create immense value through perception, emotional connections, and trust, often commanding premium pricing and tremendous loyalty. So if your company already has a strong brand perception due to its longevity, experience, innovation, or A-list customers, don’t be afraid to lean into it as a means of breaking out of the commodity zone.
But even if you’re not one of the big players in your space, it’s never too early to start cultivating your brand. Simple and inexpensive things like content creation (e.g. articles, videos, podcast appearances) can help your message transcend your product and win more business.
In a modern selling landscape full of endless, similar-sounding solution indonesia telegram data choices, infinite distractions, and product-centric sales pitches, being seen as a commodity is a risk for so many sales organizations. But a few small tweaks to your narrative and selling motion can help prevent you from drowning in a sea-of-sameness.
I started my career as a research scientist and got into sales (by accident) in 2000 at the turn of the dot-com boom. Joining startups was the thing to do back then and I was lured into one by the promise of rocket ship growth and working with super smart people. Fortunately, we ended up growing that company to 700 employees and $100M over seven years before being acquired.
A Note on Brand:
Companies like Apple, Red Bull, Disney, Porsche, and even Salesforce stand out because of the strength of their brand despite the fact that they sell commodity products. Brands create immense value through perception, emotional connections, and trust, often commanding premium pricing and tremendous loyalty. So if your company already has a strong brand perception due to its longevity, experience, innovation, or A-list customers, don’t be afraid to lean into it as a means of breaking out of the commodity zone.
But even if you’re not one of the big players in your space, it’s never too early to start cultivating your brand. Simple and inexpensive things like content creation (e.g. articles, videos, podcast appearances) can help your message transcend your product and win more business.
In a modern selling landscape full of endless, similar-sounding solution indonesia telegram data choices, infinite distractions, and product-centric sales pitches, being seen as a commodity is a risk for so many sales organizations. But a few small tweaks to your narrative and selling motion can help prevent you from drowning in a sea-of-sameness.
I started my career as a research scientist and got into sales (by accident) in 2000 at the turn of the dot-com boom. Joining startups was the thing to do back then and I was lured into one by the promise of rocket ship growth and working with super smart people. Fortunately, we ended up growing that company to 700 employees and $100M over seven years before being acquired.