Jose Palomino

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Competition

Wow! There’s a lot of TV to watch. In fact, 409 scripted TV series were released in 2015, a record even in the midst of the “golden age” of television.

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Once one of the most-used social media websites on the planet, Twitter has been falling into an era of decline at an alarming rate. Millennials, the most active and up-to-date users of social media on the daily, are no longer using

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Instant noodles are a staple in the diet of every college student and starving artist in the world. Everyone has heard of famous brands like Nissin Cup of Noodles, Maruchan, and Nissin Chikin Ramen. Most people have

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Throughout the years, mustard has become a very popular condiment. It’s low calorie, flavorful, and most of all, cheap. As for me, I generally think of it as a barbecue staple ranging from yellow to spicy. But the last time I went to the grocery store, I came across a whole new world of the […]

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strip mall competitive alignment

Why should your customers buy it from you? Do they know? And even more importantly – do you even know?

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At some point, you have to frame your offering financially – not just in and of itself, but in comparison to your competitors. Nothing exists in a vacuum. You have to be able to explain the financial differentiation competitively when you’re asked – whether your offering is premium or the low-cost option. It is a conversation that requires very specific (and I mean nit-picky) attention.

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“Am I even in the right room?” Sometimes as salespeople, we find ourselves asking this question. A friend of mine had this very question a few months ago.  He owns a very small firm – providing high quality consulting and training – but smaller than his competitors.  While making a pitch, he noticed his buyer was interested in two other larger training organizations in the US.  I told him to lay his cards on the table.

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Everyone is familiar with ROI (Return on Investment).  It’s basic to sales and business planning.  Your customer is going to ask, “What’s the ROI?” – and you’d better be prepared to give an in-depth answer. But is that all there is to it?

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