The MedMen Show: Fast, Smart Insights for B2B Sales Professionals The #1 Competitor You’re Ignoring in Every Sales Deal
8 snips
Jun 12, 2025 Explore the unseen rival: inertia, which can halt deals and stall progress. Discover four types of competition that extend beyond traditional rivals. Learn how missed qualifications and vague urgency contribute to losing ground to inertia. Understand the importance of clearly demonstrating value to prospects. Engaging the right stakeholders is crucial for success. With practical strategies outlined, including a three-part framework, the conversation highlights proactive steps to keep the momentum in sales.
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Broaden Your Definition Of Competition
- Competition isn't only rival vendors; it includes other initiatives, self-build, and inertia.
- Treat competing internal projects and resource allocation as real competitors to your deal.
Inertia Is The Hidden Top Competitor
- Inertia — the customer's choice to do nothing — is the worst competitor.
- It causes deals to linger and repeatedly slip quarter to quarter if unaddressed.
Qualify For Implicated Pain
- Qualify for implicated pain, not just surface pain.
- Deepen the implication so the customer feels compelled to act rather than tolerate the status quo.