As a sales leader, how many times have you heard the following expressed by your sales teams?
“We were in good shape until Company X came in and bought the business. How are you supposed to fight that?”
“We never really had a chance. The customer was just using our proposal to get a better deal out of their current provider.”
“The customer had already decided to go with Company X. The RFP had their stamp all over it. We just wasted our time.”
Most likely, they all sound pretty familiar.
That’s because, every trend study AchieveGlobal has conducted, over the last 40 years, reveals competition to be one of the most pressing challenges facing sales organizations.
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