How to Beat the Competition: Strategies for Startup Sales Success

And I find that folks that have not worked in competitive environments, and this is important in sales, they melt in competitive environments. They just don't know what to say when there's 100 competitors and they just quit. They're like, oh, I lost the deal. Our competitors better than us? Well, hold on. If you got to a million of revenue, and even if your competitor's at 10 or 100 or 1000, they're not better than you at everything, are they? There's something you're better at. And the great sales folks that are SERPs know how to hone in on what they're really good at and be honest, but sort of buff away some of the weaknesses. Right. And they ask, what do you care about if the only thing you do well is integrate with Zoom and the competition doesn't? It's in your first discovery questions.