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?
2 Answers
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)...
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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 ...
2806 Views