#45 - Navigating landmines in a competitive deal cycle (Colin Specter, VP of Field & Inside Sales @ Orum)
Colin takes us through best practices for the very first discovery call - all the way through dealing with competitors, showing a killer demo, and negotiating with customers.Four Actionable Takeaways:Always get in front of the pro’s and con’s of your competitorsStart asking questions to handle those objects to eliminate the con’sYou must always be the vendor of choice before beginning negotiationsBuild 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 @ OrumSales trainer, team builder and pipeline generator======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE ======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: Sales Process
30 Minutes to President's Club | No-Nonsense Sales
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Show Notes
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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
RESOURCES DISCUSSED