Understanding Rip and Replace vs. Greenfield Deals in Sales

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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