Usually true, and not a no. Incumbents disappoint people in time, and the seller still in touch when that happens is the one who gets the call.
“if you had deals that you lost, you lost a customer, you had RFP, whatever and you lost it, go back and just touch base with them. You'd be surprised how many times that they were not happy with whoever vendor they chose over you”
Source: Strategies for Lead Generation, episode 10 of the Oil & Gas Sales & Marketing Podcast.
“Hey, would you like a second opinion on what's going on is great way in the door.”
Source: Strategies for Lead Generation, episode 10 of the Oil & Gas Sales & Marketing Podcast.
“What's at risk if they keep the incumbent and never switch to something better? There are things that they would be leaving on the table”
Source: Say Less, Win More: Clear Messaging for Complex Deals, episode 80 of the Oil & Gas Sales & Marketing Podcast.
Heard one that is not here? Search the episodes, or see every objection.
The next step
If the way energy buyers actually buy is costing you deals, talk it through with ModalPoint, the go-to-market firm Matthew Bertram runs. A 30-minute discovery call: no scope, no commitment, and a mutual NDA before anything substantive. You get a reply within one business day, and the first call is with someone who works in the sector.