Incumbent vs New Supplier: Should Your Pitch Strategy be Different?

Several people have asked me lately which is more difficult – developing a wining pitch presentation for the incumbent already delivering the service, or for the competition attempting to unseat them. As with all things, there is both a short and a long answer. In Short, No. There should be an advantage to being in place already, but in reality … Continue reading

Written by nick and filed under Sales Effectiveness

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