30 Minutes to President's Club | No-Nonsense Sales Winning Competitive Deals | Jason Bay | 30MPC Hall of Fame
48 snips
Jan 20, 2025 Jason Bay, Founder and CEO of Outbound Squad, shares fascinating insights on navigating competitive sales deals. He emphasizes the importance of understanding why a prospect chose their existing solution to uncover their core motivations. Bay advocates for strategic questioning late in the process to confirm your standing as the top contender. He offers actionable tactics for addressing product gaps and steering conversations to highlight your strengths while exposing competitor weaknesses, ensuring you're prepared to win even in challenging rip-and-replace scenarios.
AI Snips
Chapters
Transcript
Episode notes
Effective Competitor Campaigns
- Don't attack competitors directly in cold outreach.
- Instead, focus on the prospect's unsolved problems and your differentiators.
Direct Competitor Engagement
- Address the competitor head-on; don't shy away.
- Ask prospects why they're considering switching to understand their motivations.
Value over Cost Savings
- Focus on the value your solution unlocks, not just cost savings.
- Quantify the impact of solving the customer's problem.