On selling into competitor occupied space (B2B).

When it comes to selling your product/service where there's a long standing presence of an incumbent product/service (aka competitor), its worth pursuing if one or more of the following is true.

1. The prospect is undergoing a transitory phase, or a major upheaval. This could be leadership changes, or strategic directional changes

2. The existing product/service (competitor) being is undergoing a transitory phase, or a major upheaval.

3. The existing product/service has long standing issues or gaps, and a threshold is reached by the prospects -- it could be product feature or support related.

4. The regulatory body in the region has brought in new changes (thereby removing any regulatory moat the incumbent may have).

In essence, the best time to go offensive is in the storm cloud of uncertainty. Sounds aggressive?

To paint a different picture, 

its best to speed at the turns when most others slow down. ⤴ 

Don't try this on the roads though 😅 

Have a great weekend!

hashtag#sales hashtag#growth hashtag#competitor hashtag#b2b hashtag#motogp 🏍 

image credits - wikipedia commons