Consolidation of Competition |
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The Challenge Mergers and Acquisitions (M&A) are a fact of life in the modern economy. Companies and entire industries are consolidating on a grand scale. The trend began thirty years ago and has been accelerating ever since, growing ever faster in response to global competitive pressures. Consider your own market. It is highly likely that your competitors are gaining presence, strength and market share through M&A. What are you and your organisation doing to remain competitive? How Huthwaite Can Help Huthwaite’s research indicates that in a time of competitor consolidation, it is vitally important to redouble your focus on the needs of customers. If you are genuinely consultative, focusing first on your client’s business problems and opportunities before considering your own capabilities, then you can gain market share while the competition is focused on getting its new house in order. These times present great opportunities for your sales force to create value for prospects and customers alike. Our study of this issue has revealed a set of techniques that the best sellers in the world employ in order to triumph during times of uncertainty and industry consolidation. |
