Ever since I wrote my post about Pests, Peddlers and Demand Creators, the most common question I’m asked is, “How can you tell if you’re being a Peddler or Commoditizer?” Here’s the simplest and fastest way to determine if you’re peddling: Look at how you approach your prospects and customers early in the sales cycle. Consider the questions you ask, the material you share and the possible presentations you make. Now answer this question: Who learns about the prospect/customer’s company?
