Scenario 03
The Competitive Displacement
Paul Stover · Sales Leadership Scenarios

The Competitive
Displacement

I did not start with who was buying. I started with who was stuck. By the time I reached out, I already knew more about their problem than they had told anyone.

$180K
Total Contract Value
8wks
Pursuit Phase
2yr
Contract Term
1
Entrenched Competitor
Paul
PAUL STOVER
Decision Point 1 of 4

Paul
OUTCOME
✗

That Move Backfired.

Deal Closed · 2-Year Contract

You Did Not Displace Them.
They Displaced Themselves.

You did not show up pitching. You showed up knowing. By the time the evaluation started the incumbent was already losing, they just did not know it yet. The research told you where the gap was. The playbook told you how to use it. The patience told you when.

$180K
Total Contract Value
2 yr
Contract Term
8 wks
Pursuit Phase

"The best displacement is the one where the customer feels like they made the decision on their own. Your job was just to make sure they had the right information at the right time."