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How To Differentiate Your Sales Efforts

How To Differentiate Your Sales Efforts

As we’ve seen, sales differentiation is more complicated than simply convincing a buyer why a product or service is better than a competitor’s. In their book The Seven Myths of Customer Management: How to be Customer-Driven Without Being Customer-Led, authors … Continue reading

Common Mistakes With Sales Differentiation

Common Mistakes With Sales Differentiation

Sales differentiation is essentially the practice of clearly defining and communicating a company or product’s value proposition in a way that sets it apart from the competition. Buyers are turned off by repetitive jargon and marketing terms used to describe … Continue reading

Why Sales Teams Need To Differentiate

Why Sales Teams Need To Differentiate

B2B sales have become increasingly competitive in recent years. According to HubSpot, 35% of salespeople feel that closing deals is becoming more difficult. This is due largely in part to a more competitive landscape where buyers’ attention is becoming shorter … Continue reading

How To Create Emotional Engagement

How To Create Emotional Engagement

So far, we’ve seen that measuring emotional engagement is a qualitative, largely interpretative process that depends greatly on the context of the prospect and the company. Perhaps even more qualitative is the creation of emotional engagement in the first place. … Continue reading