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Customer Insights

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1 entry 4 related topics Updated April 30, 2024

How do I respond to 'we're going to build this internally'?

build-vs-buy objection-handling competitive-positioning deal-recovery customer-insightsApr 30

Executive Summary (read this first) When a buyer says 'we're going to build this internally,' it is the 2 enterprise stall in 2026 GTM data behind 'send me pricing' (Pavilion State of Sales 2026). It is rarely literal - it is a compressed s…

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