Competitive advantage in today’s global marketplace is difficult to come by. If you haven’t looked lately, it’s time to look now: It’s a whole new selling world out there, transformed by a fast-paced business environment that shows no signs of letting up.
Gone are the days of customer loyalty to a product, brand or salesperson…the “easy” sale. As product differentiation becomes more elusive, so does the ability to maintain margins. The supplier’s ability to add legitimate and strategically linked value is becoming the battleground for winning and keeping business. Likewise, customers are working with fewer suppliers and demanding more value from each. Cost, speed and top quality are presumed.
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