245 (Sell) Winning Competitive and Rip & Replace Deals (Jason Bay, Outbound Squad)
Update: 2024-09-03
Description
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
- In rip-and-replace deals, start by asking why the existing solution was chosen to understand the problems and motivations behind it.
- Late in the deal, confirm with your champion if you’re their top choice. Use their guidance to strengthen your position against competitors.
- When prospects compare you to competitors, suggest specific aspects to evaluate that highlight your strengths and expose competitors' weaknesses.
- In rip-and-replace deals, emphasize key product gaps that significantly impact the business, and ensure decision-makers are committed to addressing them.
PATH TO PRESIDENT’S CLUB
- Founder & CEO @ Outbound Squad
- Owner @ Jason Bay Consulting
- Director of Marketing @ Chamber DS, Inc.
- Marketing Director & Corporate Sales Trainer @ National Services Group, Inc.
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