Coffee & Compete #75 - Chris Orlob: Competitive Selling Techniques
Adam is joined by former Gong Head of Sales Chris Orlob to talk about competitive selling techniques Chris swears by. Chris dives into why you'll lose deals if you wait too long to deploy competitive selling tactics, how to win your unfair share of deals by rigging the deal cycle in your favour, and why you should be looking for weaknesses in your competitor's main strength.
Learn more about Chris here.
Key Moments:
(00:02) Welcome to the Competitive Enablement Show
(03:51) Does sales experience make you a better product marketer?
(8:24) How to win your unfair share of deals
(14:10) Competing with Chorus head-on
(16:33) Why competitive selling should happen at the beginning of the deal cycle
(22:36) How Chris enabled sellers at Gong
(28:35) Using your head and your hands to win deals
(30:15) Three sales strategy takeaways
(35:10) Rapid fire!
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Team:
Host: Adam McQueen
Producer: Ben Ronald
Post Production: Grayson Ottenbreit
Audio Editor: Michael Panes
Music Credits
Intro Music: The Podcast Intro by Music Unlimted
Rapid-Fire Music: Los Angeles by Muzaproduction
About Klue:
Klue provides a lens into your competitor’s world, continuously updating and connecting dots to help you win more business. It’s a new way to capture, manage, and communicate market insights from the web and across the company, in platforms your team
Host: Adam McQueen
Production: Grayson Ottenbreit
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The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.