Front-End Sales Cycle

Just as economists track leading indicators – such as the Purchasing Managers Index, durable goods orders and consumer sentiment – industrial companies should also have a leading indicator to better understand which direction their businesses are heading.

When I ask businesses what their competitive edge is, most businesses will respond with: Their people, their products, their excellent customer service or their experience.

If I asked your competitors the same question, how would they respond? Most likely, they’d answer the same way. Which means what you think is your competitive edge is not a competitive edge at all.

What is your competitive advantage? No, really! What is your competitive edge?

Sounds like a simple question, and when asked, most distributors, reps and manufacturers answer pretty quickly and predictably.

If your goal is to excel in a competitive market, continuous attention to systems, methods, and processes that offer a competitive edge is essential. This series of articles focuses on areas proven to give companies a real competitive edge, yielding measurable results.

These methods and processes must be things you and your team can focus on – and control – internally. Excuses related to external factors such as the economy and industry softness need not apply.