#199 - Playbook: Crushing your competitors
30 Minutes to President's Club | No-Nonsense Sales
September 6, 202335m 21s
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Show Notes
Every 10th episode, we tear down one topic. This time, we’re talking about crushing your competitors.
Actionable Takeaways
- 50% of deals are going to be won by just being a better seller, the other half by properly selling inside the winning zone.
- Start by figuring out what’s important to them, then recommend a few priorities specifically in your winning zone while seeding competitor losing zones.
- Against apples-to-apples competitors, tilt the odds in your favor with on-sites, power, and references.
- Throw competitive darts as you make cold calls or send cold emails so that you begin pushing to your winning zones.
RESOURCES DISCUSSED