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6. How To Beat the Goliath in Your Space
Practical Prospecting
How to Call the Elephant in the Room, the Goliath?
The idea is like, call the elephant in the room, right? Like if you're calling, again, I'll go back to my own anecdotal point of view when I was calling sales folks most of the time they're using DocuSign already. Most sales reps are going to do what we talked about before, talking about why their products are way better. If you compliment the other product, it's kind of a pattern interrupt. They'll trust you a little bit more. And then you ask a pointed question, right? So you kind of, it's a spotlight question. You find an area of your competitor that's not very strong in. Then you ask a question about that
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