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Web resources that will help you succeed:
1. Researching Companies Online for Business Potential
I dont know who Debbie Flanagan is or how she benefits from this site, but she has put together one of the most comprehensive tutorials and resource sites that I have ever found on the subject of searching for and collecting information on companies online. Her business research tutorial presents a step-by-step process for finding free company and industry information on the World Wide Web.
Accurate and timely information is essential for any business to remain competitive. With the Internet, you can gather a tremendous amount of business intelligence information on prospects, vendors, suppliers, customers, or other companies in just a few hours. This online course will enable you to:
2. Competitive Intelligence
I have seen more customer relations damage done by companies and their salespeople with reference to their competition, than any other area of sales related information. It is essential to remember that your customer or potential customer doesnt have the same emotional attachment to your company and its products that you do. In major account selling, youd better have a very good grasp of competitive information and how it relates to what you are trying to do with your customer. Anecdotal information just wont cut it when it comes to the major leagues of selling. Understand what your real (not emotional) competitive differentiators are and how and why they separate you from the pack.
Be real when discussing the competition with your customers. Tell them why you are better and where you are not quite as good for believability. No one is ever 100% better than a competitor in every single area of evaluation.
The Fuld Companys site is completely devoted to competitive intelligence. Whether you are analyzing markets and competitors, teaching or learning intelligence gathering methods, or helping establish internal competitor-monitoring capabilities, the resources available at this site can be invaluable.
Here are some of the strategies and tools they've created to help you develop an organized and thoughtful competitive intelligence (CI) strategy.
CI Success Stories
War Room CD-ROM
Internet Intelligence Index I3
"The New Competitor
Major Accounts Bulletin archives: Subscribe to the Major Accounts Bulletin (if you
Subscribe to the Major Accounts Bulletin (if you don't already)
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