30 Minutes to President's Club | No-Nonsense Sales #199 - Playbook: Crushing your competitors
13 snips
Sep 6, 2023 In this episode, the hosts discuss strategies for crushing your competitors in sales. They cover topics such as selling within the 'winning zone,' using on-sites and executive engagement to create organic connections, and negotiating with competitors. They also provide actionable tactics from sponsors like outreach, Calendly, and Zoom Info.
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Set The Board On Call One
- On the first call expand the prospect's 3 priorities to a shortlist of 5 evaluation criteria you control.
- Probe early about other vendors and proposals so you know if you're in a competitive battle.
How 30MPC Wins Sponsor Deals
- Nick uses 30MPC's brand reach and newsletter to position sponsorships as higher-value.
- He steers prospects away from cheap, low-attendance webinar alternatives that competitors offer.
Plant Competitive Landmines With Questions
- Use trap questions to teach prospects about things competitors can't do without badmouthing them.
- Seed doubts by comparing how competitors lack complementary channels or capabilities.