Across more than twenty years as an IT Director, I had many sales people incorrectly tell me that their product was the only one that offered a particular benefit. Did their false claims harm their credibility? Absolutely. Were they trying to deceive me? Possibly. But it is far more likely they lacked accurate and up-to-date information about the current capabilities of competing products in the marketplace. Their competitive intelligence system had failed them.
This article was originally published on the DCIG web site on 1/3/2019. Click here to read the full article.