Does your team have the chops for this?
This may sound a bit harsh, but in order for you to win the business, all of your competitors have to lose. In order for them to lose, your team has to be willing and able to win. They have to want the win enough to push back and stand up taller when necessary. Recently I went on a ride-along with a client's seller. He received a call from a prospect claiming that a competitor was coming in $5/hour less and the only way my client was going to get the order was if they mat