SALES-REPLACING AN INCUMBENT
You are a company which is in the business Service Delivery. You’ve have created a list of prospects who would benefit from your service. In all probability, the company already has an incumbent service provider. Selling a service to a company which already has an incumber service provider is very different from selling the same service to a company which have never worked with an external Service provider for those activities. “What’s the difference?”, you may ask Well, for starters, your challenge is not only to convince the company about your capabilities but to convince them that you are better than the incumbent. The incumbent already starts with an advantage: i. A known devil is better than an unknown one ii. Relationships have already been developed at various levels iii. ...