Latest / Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How to Sell Against a Competitor Already in the Building
You're three meetings deep with a prospect when you discover they already use a competitor's product — in the next department. Do you badmouth the rival? Play nice? Episode 90 of Sales Leadership with Fexingo breaks down the counter-positioning playbook used by top enterprise reps at companies like Salesforce and HubSpot. Lucas and Luna walk through a real scenario: a cybersecurity firm trying to displace an incumbent endpoint-protection vendor. They cover the three-part framing strategy — acknowledge the incumbent's legitimate strengths, isolate the gap the competitor…
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