From the course: Technical Sales: The Role of the Sales Engineer
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Your #1 competitor
From the course: Technical Sales: The Role of the Sales Engineer
Your #1 competitor
- Imagine you put a bunch of salespeople in a room and ask them who their number one competitor is. You'll probably get multiple answers. Usually they will mention two or three larger competitors, and a handful of smaller point competitors. But their number one competitor is actually a company that none of them have heard of Do Nothing, Inc. Let me explain. When you analyze a typical sales pipeline something strange happens to about 40% of the deals that enter the top of the pipeline with good basic qualification. They disappear. You don't win the business, your competitors didn't win the business, your customer did nothing. That's Do Nothing, Inc. or DNI. It's also the sales engineers, the SE's, number one competitor and the biggest cause of wasted SE time. It's all do to risk and return, two things that we SE's don't think about very much. Let's focus on risk. As a customer goes through the sales cycle, their perceived risk will rise. Think of me, John Care, executive at ACME Rocket…
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