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

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

المحتوى المقدم من Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. يتم تحميل جميع محتويات البودكاست بما في ذلك الحلقات والرسومات وأوصاف البودكاست وتقديمها مباشرة بواسطة Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski أو شريك منصة البودكاست الخاص بهم. إذا كنت تعتقد أن شخصًا ما يستخدم عملك المحمي بحقوق الطبع والنشر دون إذنك، فيمكنك اتباع العملية الموضحة هنا https://ar.player.fm/legal.

6d ago 40:28

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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.

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