In many cases, your biggest competitors are not those trying to solve the same problem, but those geared toward the customer’s other initiatives. In today’s episode, John Kaplan explains how to set your own solution above competitors focused on competing priorities. Topics under discussion include:
- Aligning your solution with the customer’s challenges.
- Using your discovery process to answer key questions about the customer.
- Leveraging MEDDICC to account for competing initiatives.
- Going against “do nothing.”
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