Winning Competitive Deals | Jason Bay | 30MPC Hall of Fame

30 Minutes to President's Club | No-Nonsense Sales

Контент предоставлен Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. Весь контент подкастов, включая эпизоды, графику и описания подкастов, загружается и предоставляется непосредственно компанией Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski или ее партнером по платформе подкастов. Если вы считаете, что кто-то использует вашу работу, защищенную авторским правом, без вашего разрешения, вы можете выполнить процедуру, описанную здесь https://ru.player.fm/legal.

2M ago 40:28

MP3•Главная эпизода

ACTIONABLE TAKEAWAYS:

In rip-and-replace deals, start by asking why the existing solution was chosen to understand the problems and motivations behind it.
Late in the deal, confirm with your champion if you’re their top choice. Use their guidance to strengthen your position against competitors.
When prospects compare you to competitors, suggest specific aspects to evaluate that highlight your strengths and expose competitors' weaknesses.
In rip-and-replace deals, emphasize key product gaps that significantly impact the business, and ensure decision-makers are committed to addressing them.

PATH TO PRESIDENT’S CLUB"

Founder & CEO @ Outbound Squad
Owner @ Jason Bay Consulting
Director of Marketing @ Chamber DS, Inc.
Marketing Director & Corporate Sales Trainer @ National Services Group, Inc.

RESOURCES DISCUSSED

452 эпизодов

#Careers #Business #Armand Farrokh #Nick Cegelski #MBA #Sean Yuan #Sales