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Six Greatest Ideas for Selling Big Ticket Items - Business to Business • 93
• Competitive position (score 2.5)
There are four competitors bidding and we have no reason to think that we are
better or worse placed than any other.
In time, planning teams will start to see patterns in their spider's webs that they can
recognise. You can also use the spider's web as a presentation aid when describing
the state of a sales campaign to a manager or other interested party.
Some companies have put the spider's web into their culture. They have famil-
iarised everyone with the concept so that there is a completely consistent approach
to qualification and briefings.
