People buy from people.
What sets competitors apart from your organization? It’s YOU. YOU are the competitive advantage.
You cannot control at what level you break ground into a new prospect organization, but you can gain valuable intel anywhere.
You cannot #influence change in an organization without understanding specifically what challenges they face and exactly how your unique value can fit.
You cannot position yourself as an influencer without finding ways to position yourself and stay top of mind.
Create relationships: the biggest value you deliver is approaching with a true #collaboration#mindset, be a steward of your business, understand all of the resources you can bring them and how to leverage them, and be an evangelist and advocate for your customers inside of your organization to get them all of the right resources they are privy to through the process that follows.