“Differentiate on your unique value, defend the overlapping value, and dive deep on outcomes…”

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The winning position in competitive sales

"Differentiate on your unique value, defend the overlapping value, and dive deep on outcomes..." A great post by Neil Chong-Kit at Klue on how to think ...

Jason Oakley on LinkedIn: Competitive Sales - The Winning Position

So, the concepts in this article are pretty straightforward, but it introduces a nice perception of value diagram you can use to frame discussions on the need to differentiate, defend, and dive deep to win in a highly competitive market.