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How do you help a prospect evolve their thinking about a business process when they have 20 years work experience with the legacy incumbent that they don’t love, but it’s what they know and built their processes around?

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2 Answers
Deal Strategy
  1. Sarah Mercedes (Osborne)
    Sarah Mercedes (Osborne)

    HubSpot Director of Sales • 8mo

    Three things come to mind here: There needs to be pain in order to position a change. Ideally, identity pain (a personal challenge this person faces due to current state), process pain (a process that isn't going well due to current state), and business pain (a negative business impact due to current state). In this particular case it will be tough to get traction without identity pain or business pain, unless the business pain is extremely severe and unable to be solved for with the incumbent. ...Read More

    468 Views
  2. Fabio Maglieri
    Fabio Maglieri

    Voyado Country Manager DACH • 2y

    Interesting one. On the one hand side change is the only constant, but no one likes changes because it means uncertainty.

    Therefore try to replace the fear of uncertainty with the desire to create something new, something better (with your product). Build up a story on where they will be like in 1-2 years with your products instead of sticking to the existing one. Make them want this future and explain why only you can build this future.

    2,809 Views

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