If you’re in Sales, there are gonna be a lot of times when you think you’re up against the incumbent. You’re going to want to show off how you’re so much better than their stuff.
But that’s almost always a distraction.
The reality is, the reason these folks invited you into their business is because the incumbent sucks.
What you’re really up against most of the time is the status quo. The actual incumbent doesn’t matter.
Inertia does.
Sean M Masters 