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18min chapter
Winning Competitive Deals | Jason Bay | 30MPC Hall of Fame
30 Minutes to President's Club | No-Nonsense Sales
Navigating Competitive Sales Deals
This chapter explores two main sales strategies: 'rip and replace' and 'greenfield' deals, emphasizing the need to understand buyer motivations. It highlights the importance of developing a compelling narrative and strategic positioning to differentiate offerings against competitors, while discussing common pitfalls sales representatives face. Additionally, the chapter underscores the role of change management and relationship-building with key stakeholders to enhance the selling experience.
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