#96 - How to Dismantle Competitors Throughout the Deal | Nick Cegelski & Qayam Noorani The Competitive Enablement Show

Nick Cegelski, host of the widely followed sales podcast, 30 Minutes to Presidents Club and Klue's Qayam Noorani kick off this series of talks from Compete Week 2023. They delve into the art of competitive selling, discussing strategies on dealing with competitors in your deals, understanding your buyer's needs, and the significance of being an educator in the sales process.Key Moments;(00:00) Introduction(02:12) The importance of understanding your buyer's evaluation process(02:31) The significance of having competitors in your deal(02:57) How to set yourself apart in a competitive market(03:19) Strategies for successfully navigating competitive deals(04:00) The importance of building credibility and trust with your clients(04:49) Sharing our favourite competitive deal stories(10:54) How to bring up competitors in a natural way throughout the deal cycle(12:15) Building a talk track to address the entry of a competitor mid-sales cycle(15:34) The importance of curiosity in competitive selling(16:56) The art of being an educated and consultative seller(17:36) The importance of earning trust and credibility with clients(18:03) Helping clients improve their programs(18:46) Bringing in various experts to educate and consult your buyers(19:09) Consuming content that is designed for the folks you are selling to(21:15) Adapting your strategy mid-cycle to overcome something a competitor is doingIn case you haven't already, make sure to check out the episodes on YouTube as well: https://www.youtube.com/@kluein
Host: Adam McQueenProduction: Grayson OttenbreitAudio Editor: Michael PanesCheck out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue.
About the Compete Network: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.
Host: Adam McQueenProduction: Grayson OttenbreitCheck out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue.
About the Compete Network: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.