“JSM’s ability to hammer our ideas into forms that separate us from competitors provided a big advantage talking to targeted prospects...”

— Mo Bashar, Owner, Advanced 360 Floorcare"

Differentiation Shift Changes the Selling Relationship

If you can differentiate your organization based on offering a better approach to a real business pain, you are more likely to work with prospects bilaterally as co-managers, rather than unilaterally on a vendor-purchaser basis. In the first case, you have more opportunity to affect the ways your customers and prospects interact with you. In the second - the vendor-purchaser scenario - that's business as usual, and it is steep terrain in today's new world. Learn how to leverage differentiation.