Do You Suffer the Curse of Knowledge?

Far too many sales, presales, and customer success people assume that their understanding of their prospects’ and customers’ situations is accurate, because these teams have seen so many other prospects and customers with the same circumstances.

 

They suffer from the Curse of Knowledge! Do you?

 

If so, you leave the door open for your competition to explore and uncover your prospects’ and customers’ situational differences and perceived uniqueness. This positions your competition as superior to you. Their understanding is both more complete and more accurate, enabling more precise solutions, more successful rollout, and deeper adoption of their products.

 

And if you are currently the incumbent vendor, you’re putting your renewals and expansion opportunities at risk, as well.

 

Don’t assume, ask! 

For more on the Curse of Knowledge, see the section starting on page 274 in Doing Discovery.