I recently read an article about the challenge of improving the performance of professional bicycle racers. And, I was struck by the parallels between that sport and the competitive sport that is selling.
Professional bicycle racing is highly technical sport. The technology involved in the design and construction of the bicycles, as well as the advanced technology employed to train and measure the fitness of the riders themselves, have evolved to the point where there are no sizable breakthroughs occurring that will enable one team to enjoy a sizable, sustained competitive advantage over its competitors.
This same competitive dynamic affects most sellers today. The pace of technological innovation, and the ease with which it can be copied, has made it extremely difficult for companies to establish and maintain any sort of meaningful product or service differentiation. The globalization of the economy has lent itself to a rapid growth in the number of competitors in nearly ever market segment. Increasingly, when customers survey vendors to evaluate new products and services for purchase they see a crowded field of competitors that virtually all look alike.
Meet Justin Royal, you may know him as ConnectRep. Every month we will be featuring a Data.com Connect team member who works hard on making Connect what it is today. From product features and data quality to email campaigns and support, the Connect team works hard to make sure things are running smoothly and that our members have the resources they need to excel in their business. Get ready to meet the team!