The MedMen Show: Fast, Smart Insights for B2B Sales Professionals Top Mistakes Reps Make When Handling Sales Competition
Jan 15, 2024
Learn why talking about your competition is a waste of time, and discover the other elements that can be classified as competition. Explore common misconceptions and factors in competition, and understand the importance of developing a competitive strategy in business.
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Focus on Your Solution
- Avoid talking about the competition during sales conversations.
- Focus on your solution's value instead.
Inertia as Competition
- Competition isn't just rival solutions, it's anything that takes priority away from your solution.
- Inertia, or doing nothing, is often the biggest competitor.
Pim's Experience with Inertia
- Pim Roelofsen shares that in his career, the biggest competitor he lost to wasn't a rival but inertia.
- Customers often choose to do nothing, making inertia a significant challenge.