{"id":47238,"date":"2026-08-10T17:45:59","date_gmt":"2026-08-10T17:45:59","guid":{"rendered":"https:\/\/greatdemo.com\/?p=47238"},"modified":"2026-08-10T17:45:59","modified_gmt":"2026-08-10T17:45:59","slug":"change-no-thank-you-the-advantages-of-the-incumbent-vendor-part-3","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/change-no-thank-you-the-advantages-of-the-incumbent-vendor-part-3\/","title":{"rendered":"Change? No Thank You\u2026! The Advantages of the Incumbent Vendor \u2013 Part 3"},"content":{"rendered":"

Fundamentally, most people don\u2019t want to change.<\/p>\n

Let me say that again: Generally speaking, people don\u2019t want to change. Even if they don\u2019t like their current state, they will preferentially stay with their current situation rather than take on the tasks above.<\/p>\n

They would rather stay with \u201cthe hell that they know\u201d rather than seek a solution. Oh, they\u2019ll whine about their current condition; they\u2019ll talk for hours about how much they don\u2019t like it. But if the problem isn\u2019t big enough<\/a> or the solution isn\u2019t sufficiently compelling, then most people will stay with what they have.<\/p>\n

Want proof? In the world of software sales, one of the biggest \u201ccompetitors\u201d is No Decision, where the customer chooses to do nothing<\/em>. On average, 43% of all forecasted opportunities end up as No Decision outcomes. Fascinatingly, some of the people who are most resistant to change are\u2026 wait for it\u2026 salespeople<\/em>!<\/p>\n

Why do No Decision results happen so frequently? Because making a business decision on a major software selection is expensive, as described in Parts 1 and 2, and it involves substantial risk as I\u2019ll outline my next installment!<\/p>\n

 <\/p>\n

Resources:<\/p>\n

Parts 1, 2, and 3<\/p>\n

https:\/\/greatdemo.com\/blog\/<\/a><\/p>\n

Uncovering Critical Business Issues \u2013 What, Why, and How<\/p>\n

https:\/\/greatdemo.com\/uncovering-critical-business-issues-what-why-and-how\/<\/a><\/p>\n

Why Buyers Have Lost Their Ability to Reach Decisions<\/p>\n

https:\/\/now.iseeit.com\/why-buyers-have-lost-the-ability-to-reach-decisions\/<\/a><\/p>\n

Doing Discovery<\/p>\n

https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

Fundamentally, most people don\u2019t want to change. Let me say that again: Generally speaking, people don\u2019t want to change. Even if they don\u2019t like<\/p>\n","protected":false},"author":2,"featured_media":47239,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[14],"tags":[7],"class_list":["post-47238","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-advanced_topics","tag-blog"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/47238","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/comments?post=47238"}],"version-history":[{"count":1,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/47238\/revisions"}],"predecessor-version":[{"id":47240,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/47238\/revisions\/47240"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/media\/47239"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/media?parent=47238"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/categories?post=47238"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/tags?post=47238"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}