I'd prefer the underdog because the sale just feels more rewarding. Always love a good hustle.
34fifty
Who would you rather sell for? Market Leader or the Underdog? And, why?
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I'm going for the best product.
I've been on both sides. Sometimes the grass is greener, sometimes it's not. Go for the product.
I've been on both sides. Sometimes the grass is greener, sometimes it's not. Go for the product.
That's a good way to look at this
Depends on what stage of the lifecycle the market leader is. If they are still early on (recent IPO, etc) and in the hyper-growth mode, market leader for sure. Name gets you in the door, lots of greenfields to sell.
Interesting. Considering that there are so many recent unicorns in the market.
I work for a former unicorn so I am a little biased lol
Oh yeah? Where did you learn the most from? The unicorn or your current stint?
Well I say "former" because we are some years post IPO now. I have actually been here my whole career, started as an SDR right out of college. I think I learned the most right around the IPO, the leadership at the time was phenomenal and great mentors.
Interesting. Have you guys managed to retain the same culture while scaling up? That must have been a challenge.
Who has better resources? Does the underdog have what it takes to keep up? There's many factors at play, but seems like market leader would have the advantage for resources supporting the sales cycle.
Absolutely. But I've known a few SMB clients who preferred smaller business because they felt they got more attention.
Whoever has the better product, or game changing feature necessary for their industry.
Depends on what stage of the lifecycle the market leader is. If they are still early on (recent IPO, etc) and in the hyper-growth mode, market leader for sure. Name gets you in the door, lots of greenfields to sell.
Depends on what stage of the lifecycle the market leader is. If they are still early on (recent IPO, etc) and in the hyper-growth mode, market leader for sure. Name gets you in the door, lots of greenfields to sell.
Underdog because 1 reason that you mentioned and the other that there will be a lot to learn. Growing an underdog will also put me on the spotlight. I just hope I don't become one of those LI thought leaders after that 😂 jk
Hahahaha. That's the epitome. LI thought leader :D
Underdog and make it a big deal by marketing and advertising about it via testimonials and stuffs
Amen!
It's more invigorating to sell for the underdog. Nothing like ripping and replacing a market leader. Looks great on your resume too
Absolutely. The win just feels so much more fulfilling
The market leader is usually the market leader b/c they have a better product. I'd always prefer to sell the best tech.
What if the underdog has a product that's strong enough to compete, but don't have the marketing/sales resources to match the competitor?
I'd always default to whoever has the better product. There's usually a reason they don't have the marketing/sales resources to compete.
Underdog all day. Growth opp, less comp (internal and external), plenty of potential customer conversions from the competitors on review sites. Also, the bigger companies get the less they tend to comp sales savages like us.
Interesting point about the review sites.
I would prefer to sell for the company that I believe is the best fit for the market. Sometimes that is the leader, sometimes it is the underdog. But you have to buy in to what you are selling or it will be a slog.
True. If you believe that your product adds value, the conviction shows in your sales pitch
I'd sell for the company that was a better culture fit for myself
Currently I work for an underdog. We offer better support, a product that is growing and changing to meet the demands of the market, my exec team supports me on calls and shows up (unlike the market leader), and we win against them and get referrals. Market leaders get cocky sometimes and don't provide the service and flexibility that the underdog does, so i prefer the underdog. Plus it's really rewarding to win against them 🤩
I've done both and like both. My preference is Market Leader (even better if it's pre-IPO because there's still growth!). Market Leader Pros: thought leadership, credible proof points, proof of RoI. But an Underdog that actually works is a fun ride. Underdog Pros: Being part of building something, nimble, could be an interesting buyer that legacy companies don't target, if the "underdog" is going places there's usually good career path for those who get in early
I think more important than the org is the boss and team. Especially where large orgs can have micro company cultures i.e. this branch is awesome and crushes versus that branch who looks for jobs all day and cry themselves to sleep every night. 80% of people leave bosses, not companies.
Underdog (pre ipo) for the long term career progression and the feeling of landing the sale against the market leader
Underdog all the time.
Underdog. People doubting me is a great motivator. I'd be happy to punch up if the product works, the leadership team is solid, and the GTM strategy is something I believe in.
Depends on the product, but also leadership tbh.
Worked for a market leader & currently with an underdog.
Market leader had a bang-up product, but was a bit rigid when it came to sales approach; and underdog has super agile, exciting leadership, and a product with a lot of potential, but still finding its feet on process & support.
Prefer the underdog though: agree with the others saying taking down Goliath is a total rush 💪
Worked for a market leader & currently with an underdog.
Market leader had a bang-up product, but was a bit rigid when it came to sales approach; and underdog has super agile, exciting leadership, and a product with a lot of potential, but still finding its feet on process & support.
Prefer the underdog though: agree with the others saying taking down Goliath is a total rush 💪
There has to be a balance between agility and stable processes. But finding that balance is a challenge that is fun
I have done both. Frist the Market Leader and later on The Underdog.
I prefer to work for the underdog, because you can help shape the organization, the sales department and generally be more hands-on. Just my opinion
I prefer to work for the underdog, because you can help shape the organization, the sales department and generally be more hands-on. Just my opinion
True. Its better to be a large part of something small than a small part of something large.
Whoever has the most well-resourced customer service team, and the most closely-aligned sales and marketing org....
depends on a few factors. But ultimately, whatever has the most opportunity for growth and success.
Underdog if there product has competitive advantages, often the underdog will offer better perks
True!
Depends on what point in my sales career im at.
Market leader. It’s fun to sell the best product and see how it can really help your clients
Underdog with a solid product I believe in and resources to keep innovating.
I don't think it matters as long as your happy and believe in the product, your leadership, and the company.
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