The competitive blindness blunder

What We Find: How Superior Products Create Dangerous Competitive Blindness

Companies with superior products often develop "competitive blindness blunder" - they become so confident in their product superiority that they underestimate competitors, fail to prepare for competitive battles, and lose deals to "inferior" alternatives because they didn't take the competition seriously enough.

The Pattern We See:

Sales teams with superior products dismiss competitive threats. They assume prospects will see obvious quality differences. They don't prepare competitive battle cards because "the comparison should be obvious." They're shocked when inferior competitors win deals through superior selling processes. Most dangerously, they focus on product comparisons instead of competitive sales strategy.

What Most Companies Try:

• Detailed competitive analysis documents that gather dust

• Feature comparison charts that commoditize the conversation

• Competitive training that focuses on product differences, not sales differentiation

• Pricing strategies that ignore competitive selling advantages

Why This Doesn't Work:

These approaches assume competitive battles are won on product merit instead of sales execution. They prepare for the wrong competition - focusing on product features instead of sales process advantages.

What We Find Works:

Outgrow creates competitive advantage through systematic execution that competitors can't match. While competitors hope for leads, Outgrow companies systematically call customers they haven't talked to in months. While competitors wait for callbacks, Outgrow companies systematically follow up. While competitors present randomly, Outgrow companies ask systematic "Did You Know" and "What else do you need" questions.

Outgrow has worked for hundreds of companies because it's so rare: your competition is almost certainly not systematically doing these things. This systematic approach creates competitive separation that product features alone cannot achieve.

The Bottom Line: Superior products need superior competitive strategy. Outgrow provides systematic competitive advantages that inferior products cannot replicate through features alone.