Embed metrics into required capabilities

You will inevitably face some form of competition in every deal. In today’s episode, Patrick “Paddy Mac” McLoughlin shares various tips on figuring out who your competitors are and positioning your solution as a top priority in the customer’s mind. Topics under discussion include:

• Gaining intel about a competitor’s activities within an account.
• Developing trust with a client over time.
• Questions to help you define your differentiation.
• Talking to the customer about renewals.
• Addressing solution requirements that a competitor is better equipped to fulfill.

Here are some additional resources:

• Get MEDDICC Certified on Ascender!
• Navigating the Competitive Landscape | Ascender Course
• Expand Your Understanding of the Competition | Ascender Course
• Ascender’s Best Content on Decision Criteria
• Making Sure the Customer Understands Your Differentiation | Ascender Video
• Stacking Customer Requirements in Your Favor w/ Marty Mercer | Podcast

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