Podcast episode
How to Outplay Competitors and Win High-Stakes Rip & Replace Deals (Jason Bay, Outbound Squad)
30 Minutes to President's Club3 Sept 202436 min
Description
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. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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that is a way to point your efforts on the right accounts. And what you need to really know is what's the differentiation and what is the problem they are not able to solve because they're using that competitor. So that's the first one with competitor takedown campaigns. “We're not going to attack the competitor in the cold email itself.” Number two is we want to address the competitor head on and not be shy about it. I'm working with a customer right now that sells in the construction space. It's a very competitive space. They have a competitor that is a third of the cost and they sell against someone that