In 45 seconds
Success in sales isn’t about reaching everyone – it’s about reaching the right people. Many businesses waste time chasing any potential lead, only to have their message lost in the noise. Sun Tzu reminds us that “Victorious warriors win first and then go to war.” The same applies to sales – those who position themselves strategically win before they even compete.
SMEs must occupy the right ground, understanding who they serve best and where competitors fall short. Instead of fighting on price or scale, they should compete with expertise, personalisation, and storytelling. A strong positioning strategy ensures businesses stand out, not by outspending, but by focusing on value, credibility, and trust. If you want to define your ideal customers, … read more by subscribing.
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