Why Your Ideal Prospect Just Picked Your Competitor (and How to Win Next Time)

NCMA

Why Your Ideal Prospect Just Picked Your Competitor (and How to Win Next Time)

by Laura MacPherson

You feel a ripple of nausea as your stomach falls. You just heard from the sales team that your company lost a hot prospect that you really wanted to add to your client list.

You’d followed the tracking notifications as the prospect read your articles, downloaded your premium content, read additional articles, and checked out the case studies and bottom-of-the-funnel content that the sales team had sent.

Your hopes were sky-high when your company’s best salesperson was assigned to this prospect, and you just knew she would close the deal.

But, no… And the worst part is, you lost the prospect to a competitor you’ve been enviously watching win again and again.

What happened?
Your competitor offered new insight

Content is like a new baby: To the people who made it, it’s perfect—even though there are hundreds of thousands of other babies out there that are arguably…

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