Competitive Conversion Framework

July 1, 2020

Strategy

Converting competitive accounts can be challenging and frequently marketing and sales executives will adapt and adjust based on gut feel or experience alone. The result of this practice is often is more of the same, some wins, some losses, and rarely that desired breakthrough. BCE regularly supports clients in defining a structured and repeatable approach to assessing past successes and failures then optimizing the response to win competitive business via our Competitor Conversion Framework.

Authors

Walter Shepard

Principal, Yarmouth

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