41: Navigating landmines in a competitive deal cycle (Colin Specter, VP of Field & Inside Sales @ Orum)

Colin takes us through best practices for the very first discovery call - all the way through dealing with competitors, showing a killer demo, and negotiating with customers.

 

Four Actionable Takeaways:

• Always get in front of the pro’s and con’s of your competitors
• Start asking questions to handle those objects to eliminate the con’s
• You must always be the vendor of choice before beginning negotiations
• Build a list of non-monetary “gives” and the things you want to “get”

Colin’s Path to President’s Club:

• VP of Field & Inside Sales @ Orum
• Sales trainer, team builder and pipeline generator

Resources Discussed:

• Buckets: The Prospect Prioritization Technique created by Reisert Consulting
• 30MPC Video Playbook Special presented by Vidyard

Focus Areas: Sales Process