COMMODITIZATION OF VALUE
Are you challenged by customers or prospects seeking to commoditize your company's unique value? When products or services are perceived as interchangeable with those of competitors, the focus shifts primarily to price. This leads to more pressure on profit margins and can impact customer loyalty.
As the perception of differentiation diminishes, sales teams must find new ways to conceptualize and communicate the unique value they can co-create with customers and prospects. Overcoming this challenge requires a strategic shift in the way sales and account managers approach customers.
Consider IMPAX NxtGen™ Selling or IMPAX NxtGen™Account Relationship Management to support your fight against commoditization.