Why Your Best Products Often Generate Your Worst Sales Results

When we work with companies that have genuinely superior products, we discover a counterintuitive truth: the better the product, the worse the sales behaviors often become. It's the superior product paradox, and it's costing millions in lost revenue.

The Pattern We See: Companies with market-leading products develop what we call "product arrogance syndrome." Their sales teams assume quality speaks for itself. They lead with features instead of customer problems. They expect prospects to recognize superiority without explanation. Most damaging of all, they become reactive instead of proactive because "obviously, customers should be calling us."

What Most Companies Try:

• More product demonstrations to showcase superiority

• Technical training to help salespeople explain features better

• Competitive comparison sheets highlighting advantages

• Marketing campaigns emphasizing quality differentiators

Why This Doesn't Work: These approaches actually make the problem worse. They reinforce the belief that product superiority should drive sales success. Meanwhile, competitors with inferior products but superior sales processes continue stealing market share.

What We Find Works: Outgrow helps business owners systematically and predictably add organic sales growth by adding process, accountability, tracking and scorecards to your sales function to help your people be proactive instead of reactive. The system forces regular, structured customer interactions that create opportunities to demonstrate value regardless of how "obvious" that value should be.

The Bottom Line: Superior products need superior sales processes. Outgrow provides the systematic framework that transforms product advantages into revenue advantages, requiring just five minutes per day from your customer-facing people.