#45 - Navigating landmines in a competitive deal cycle (Colin Specter, VP of Field & Inside Sales @ Orum)

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Four Actionable Takeaways:

• Always get in front of the pro’s and con’s of your competitors
• Start asking questions to handle those objects to eliminate the con’s
• You must always be the vendor of choice before beginning negotiations
• Build a list of non-monetary “gives” and the things you want to “get”

Colin’s Path to President’s Club:

• VP of Field & Inside Sales @ Orum
• Sales trainer, team builder and pipeline generator

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