Rarely does a company have a decisive competitive edge.
Are the sales meeting between companies who have decisive competitive edge different?
Stop focusing on the company’s products.
The meeting should, instead, revolve around the client environment.
We should expose the significant need that currently isn’t satisfied by the vendors.
Taking advantage of a decisive competitive edge causes the sales to increase .
The resulting jump in sales can cause the constraint to swing back into operations.
Bottlenecks reappear.
If this bounce-back is not controlled, it can demolish the competitive edge.
To continue to focus, we must learn how to synchronize between sales and operations. This ensure that the rate of incoming orders will not collapse but continue to grow.