You Are the Defining Differentiator

You Are the Defining Differentiator

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first_imgThe article posted here is about how businesses are being pulled to be more transactional or create much higher value. It filled up my inbox with questions about how you are supposed to differentiate your offering when you are in an industry that is perceived as being a commodity. The fact that the question is being asked provides the answer. The person asking is missing something.The Problem with a Great ProductThe problem with having a great product is that you believe the product is supposed to do all of the work for you. You want to rely on the product’s features and benefits. More than anything, you want it to be better than your competitor’s products. This is the sin of trying to make selling easy.Think about this: if Apple has to put on a big show to sell their products, then it may be unreasonable to believe that your product is going to sell itself, isn’t it?Your product is good. Your competitor’s product is also good. Your company has a good reputation, and so does your competitor. When all things are equal, your dream client is right to choose the lowest price. It’s your job to make all things unequal. Your product isn’t going to do that.You Are Worth Paying More. Unless You Aren’t.You are now the defining differentiator. You are the unique value proposition. Fortunately, you are one-of-a-kind original, the like of which the world has never seen. Unfortunately, that by itself isn’t going to be enough to create a preference for you, your product, your service, or your solution.Let’s say your price is 8 percent higher than your competitor’s price. Everything else is equal.What do you know that is worth an 8 percent delta over your competitor’s price?How do you create greater value through the process that justifies the decision to choose you over anyone else?What about your caring and your execution that would create a defensible case to pay you more money than someone else?Your Dream Client Will Pay MoreYour dream client will pay more, but only if you justify your higher price.If you don’t know that you are the value proposition, that the value you create is what makes you worth paying more, then you aren’t going to be able to command that higher price.If you don’t have the chops, the business acumen, and the situational knowledge, you will look to the product to do the heavy lifting for you. If you are unaware that you are the value proposition, you won’t sell in a way that creates a preference for you as a partner.This is the new reality in business-to-business sales. In an age of accelerating disruptions, you are going to be the defining differentiator.last_img

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Makyn The Shot

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Quintyne, Campbelle overlooked for Pakistan series

first_imgST JOHN’S, Antigua (CMC): No room has been found for all-rounders Shaquana Quintyne and Shemaine Campbelle in a 13-member West Indies Women’s squad announced on Saturday for the one-day international (ODI) series against Pakistan starting later this month. The 19-year-old Quintyne, who captained Barbados to the regional 50-overs tournament in August, is one of five players failing to make the final cut, along with Campbelle, Chedean Nation, Karishma Ramharack and Vanessa Watts. Selectors had called up 18 players to the ongoing camp in St Lucia, which began last month. A leg-spinner and a capable right-handed batter, Quintyne has taken 26 wickets in 29 ODIs and 31 wickets from 33 Twenty20s, but has not suited up for West Indies in nearly a year. During the regional tournament, however, she was good enough to average 46, while taking four wickets. The 22-year-old Campbelle, meanwhile, is a seasoned campaigner, having played 61 ODIs and 68 T20s, since making her debut six years ago. She has a century – 105 against Sri Lanka two years ago – and has taken 21 wickets with her medium pace. The squad, which is led by new captain Stafanie Taylor, includes former skipper Merissa Aguilleira along with twins, Kycia and Kyshona Knight. The players will remain in camp, which started earlier this month in St Lucia, before facing Pakistan in the first of four day/night ODIs next Friday at the Beausejour Cricket Stadium. West Indies will also take on the Pakistanis in three T20s in Grenada, starting October 29. SQUAD: Stafanie Taylor (captain), Shakera Selman (vice-captain), Merissa Aguilleira, Shamilia Connell, Britney Cooper, Deandra Dottin, Afy Fletcher, Stacy-Ann King, Kycia Knight, Kyshona Knight, Hayley Matthews, Anisa Mohammed, Tremayne Smartt.last_img

Big clashes booked for FLOW Super Cup

first_imgDefending FLOW Super Cup champions Jamaica College (JC) will get their title defence under way against Vere Technical in a jam-packed opening weekend, spanning three venues and eight games.JC, which earlier this week suffered a penalty shoot-out loss to Wolmer’s Boys in the ISSA-FLOW Walker Cup competition, will be looking to ensure that they take better care of one of the three titles that they won last season along with the Manning Cup and Olivier Shield competitions, and will face a motivated Vere Technical at the National Stadium tomorrow at 6 p.m.That game will be preceded by Walker Cup semi-finalists St Jago’s showdown with St Elizabeth’s Lacovia High.DaCosta Cup champions Clarendon College were eliminated on penalties by last year’s beaten FLOW Super Cup finalists Holy Trinity in the first round of the competition and they will be desperate to have a bigger impact in the competition this year, when they play Hydel in the first of three games at Sabina Park at 2 p.m.Also at Sabina Park, Walker Cup finalists Wolmer’s Boys – semi-finalists last year – will play Port Antonio High at 4 p.m. with St George’s College, who also booked their spot in the Walker Cup final, will take their first stride in the tournament when they play Petersfield in the curtain-closer at 6 p.m.At Catherine Hall in Montego Bay, Glenmuir High will play Kingston College in the first of three games with a 2 p.m. kick-off, with St Elizabeth Technical facing Charlie Smith at 4 p.m. and local team St James High welcoming Excelsior High at 6 p.m.contested by 16 teamsThe second instalment of the FLOW Super Cup is being contested by 16 teams – eight each from the Manning and daCosta Cup competitions, with a $1-million jackpot and a new Italian-crafted trophy awaiting the eventual winners.Each team will get $25,000 for contesting the first round, and an additional $50,000 for advancing to the quarter-finals, with the four semi-finalists each set to receive another $100,000.Each finalist will be paid $200,000, with the winners pocketing a further $625,000 for a total cash prize of $1 million.The draw for this year’s FLOW Super Cup took place at the Creative Production and Training Centre yesterday.last_img

Under-20 Girlz bow out

first_imgJamaica’s Under-20 female footballers missed out on qualifying for the semi-finals of the CONCACAF Under-20 women championships despite slamming regional rivals, Trinidad and Tobago 6-1 in their final Group A game yesterday.The young Reggae Girlz needed group winners Canada to beat hosts Honduras by at least four clear goals to go through as second place qualifiers, as only the top two teams from the two groups advance to the last four.However, that game between Canada and Honduras ended 2-0 win for the Canadians and as a result the Hondurans secured second place from the group with four points, the same as Jamaica, but with a better goal difference than the Reggae Girlz.Oshay Nelson-Lawes netted a tournament equalling record for the most goals scored in a single match after finding the net four times in the Reggae Girlz’s victory. Khadija Shaw and Chanel Hudson-Marks got the other goals for Jamaica. Tsaianne Leander scored Trinidad’s lone goal.Canada ended the group with maximum nine points, while Trinidad and Tobago finished at the bottom without a point. The top three teams from the CONCACAF championship will qualify for the FIFA Under-20 Women’s World Cup.- L.S.last_img

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