Here are some ways to tip the scales in your favor in competitive deals: 🟢 Onsites: Send your team onsite or get THEM onsite at your HQ. In-person makes a difference. 🟢 Pull in Execs: Make your prospect feel special. Give 'em a behind the scenes look at roadmap, line of communication to the top, sell the vision. 🟢 References: Teach your references how to sell against the competition so they when they have reference calls they know what to say. 🟢 Collateral: Evaluation criteria spreadsheet, Industry collateral (more credibility than your company stuff) 🟢 Direct Ask: "What's it take to win your business over X?" 🟢 Speed Up: You can win deals by going deeper into buying evaluation faster than the competition (make it easy to evaluate + buy; better buying experience)
Great tips for gaining an edge in competitive deals! Onsites and executive involvement can truly make a difference. Leveraging references and tailored collateral adds credibility. Directly asking what it takes to win shows commitment, while speeding up the evaluation process can seal the deal. #CompetitiveAdvantage #SalesStrategies
Agree on speeding up. But I'd avoid sacrificing quality for velocity. Ensures a smooth buying journey without compromising value
🟢 Onsites: Send your team onsite or get THEM onsite at your HQ. In-person makes a difference. Still my favourite approach..
Consider offering value-added services, unique insights, or customized solutions to further differentiate your offering and edge out the competition Nick Cegelski
7: Teach them something they're doing wrong in their evaluation.
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8moOnsites just work