Amy Morin, Contributor

When customers don’t purchase products or services, many salespeople assume that they’ve lost the sale to their competition. But, in reality, the competition may not be the problem. About 60 percent of qualified leads fall by the wayside because the customer doesn’t find value in purchasing something new and therefore, they decide to forgo any type of change.

http://www.forbes.com/sites/amymorin/2014/03/24/your-competitor-isnt-your-real-competition-status-quo-is/