The Audible-Ready Sales Podcast
Competing Against Other Priorities
Apr 9, 2024
Antonella O'Day shares strategies to make your initiative stand out in a sea of competing priorities. Topics include assessing priority as a deal progresses, asking key questions to understand standing among priorities, maintaining relationships for buy-in, and recognizing red flags of an unvalued solution.
14:41
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Quick takeaways
- Understanding client priorities early on helps align sales strategy with key initiatives.
- Regularly verifying project priority and securing key stakeholder sponsorship are crucial for sales success.
Deep dives
Identifying Customer Initiatives Early On
As a seller, it is crucial to obsess over understanding the customer's initiatives from the initiation of conversations. By asking targeted questions about the specific initiatives the organization focuses on, sellers can gather key insights. Understanding the priorities within the customer's organization helps in aligning the sales strategy and engaging with the right stakeholders early on. Early identification of high-priority initiatives and potential challenges allows sellers to influence decision-making positively.
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