Will Barron
May 23, 2023
Will Barron May 23, 2023

Hey Jeff. You need to identify “the gap” –

The book runs through the competitor takeover framework from page 296.

I’ve got some reps getting, “Sounds good, but I want to see what my current provider can do before I make the switch.”

  • Does the buyer really understand what separates your offer and the incumbents?
  • Have you positioned yourself as the person who is fixing the incumbents mistakes?
  • Is the prospect even really qualified or are they price shopping you to get a better deal?