You reached Flavio's blog on Business Exploration.
If your sales force says that the only way to compete is “price”,
there are good chances that your offer reached a “commodity” status and
you have a really hard time in making your company meet the sales target.
Unless your product or service has been displaced by a new offer
capable to make the same job in a different way ( but substantially better: e.g. cars vs horses ),
one way to see what is happening may be suggested by latest
prof. C. Chirstensen innovation’s management theories.
Let's see how:
your offer may have ended up over-performing what the Customer needs (uses) to make his job done.
This may happen because:
Forget this last situation for a while.: You are in the first one.
After all, is not so easy to bring on the table a totally different idea and kill a market.
Here some options, ( apart the usual optimization efforts, best practices, and self-esteem sessions…)
find them in our booklet: "The Human Sales",
that Engineers, PHDs, Data Scientists an Technical People use since 2009
to serve communities that value their Innovation:
(free for students)