Big Deal on the Line

All right everyone I could use some advice on. As some of you know I'm newer to B2B sales but I recently got into a position to potentially make the biggest sale in my companies 20 year history. A large medical facility is trying to replace its fleet of copiers and the incumbent is particularly suited to serve them but they are no an authorized dealer for the manufacturer the client wants and we are. My director is working with me and we met with the manager handling the fleet but he is not the DM or a high recommender. He told us to send over any revisions and pricing so he can present it to the higher ups as he is meeting with their incumbent next week. We are a top tier supplier for the 2 models they are looking for and my Director believes giving the manger pricing is a waste of time. He thinks trying to get to the CFO or anyone else would be a waste of time since they are so far into talks with the incumbent.

Here's where it gets interesting. We thought it was a 1% chance of being in the deal. But my Director has a 3rd party contact that can get us in contact with the incumbent to discuss a possible collaboration. We haven't heard from the incumbent but we've only been trying for a week or so and I think the process could go for another month or 2. The thing is what we can provide the client was looking for in the first place but we can't handle the level of service they are looking for. The incumbent can't provide the products the client is looking for and is recommending subpar items for both models and can handle the service that the client is looking for.

My question is what else can I possibly do to increase our odds of getting this collaboration? Any advice is much appreciated!
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hh456
Celebrated Contributor
6
sales
Sounds like you’re trying to sell yourself that this is gonna happen. Confirmation bias will kill you in life and in sales.
I don’t see this as a big deal on the line. I wouldn’t even put this as a qualified lead yet. You have a gate keeper offering to present pricing for you.
Now you’re trying to get your competition to give you a piece of the pie? No way that’s gonna happen. The incumbent is figuring out how to fulfill the clients needs with the products they have because they can service it.
Two hens in the henhouse won’t work. They’ll try to make everything your fault and you’ll be at their good graces for the length of the contract.
I’m not sure any of this was advice. More an observation. Don’t fool yourself. Just find the DM, keep chopping wood, try to get them to take a meeting so you can say you’re the better option.
braintank
Politicker
1
Enterprise Account Executive
Amen to this! What incentive does the competition have to work with you? I'd trust them about as far as I could throw a copier. 
dwightyouignorantsale
Politicker
0
Account Executive
I fully agree with this comment. It sounds like this is still SUPER early and a bit like grasping at straws.
The most important thing you have a salesperson is time. Make sure you’re spending your time in the right places, and if the only way you’re going to win here is collaborating with the competition, I’m not sure I would put my eggs in this basket. Qualify out (or in if possible) as soon as you can on this.
poweredbycaffeine
WR Lieutenant
1
☕️
Paging the @CuriousFox 
Diablo
Politicker
0
Sr. AE
Interesting case! Honestly, though you sound very excited I still feel that the deal is at its initial stage. Two things : 1. Will the sub-par products meet his need 2. Will bad service affect the client in any way. If the answer is yes, than your company will be an outlier soon. You must identify what's more important to them and the affect of missing one of them. I know deal might take a month or two but did you identify the timeline by when they want to go live? Is there any learning curve that will help them gear up? How is your competitors when it comes to onboarding? I would look at these things as well.

Most important - Don't be dependent on one prospect!
Justatitle
Big Shot
0
Account Executive
As sales people we want to sell ourselves that something like this can happen, it's negative but you have to be pessimistic in these situations, the deck is stacked against you and you do not have access to power to help bring this over the line. They like your competitor already so your only shot is a partnership there and your competitor is likely to rake you over the coals to get a deal done and they know it. In truth I'd back pocket this and focus on other areas because you'll get caught chasing hope to only be left with disappointment. Harsh reality but I hope this was helpful
TheOverTaker
Politicker
0
Senior Account Executive
Keep expectations in check. Lots of reliance on outside parties
MonthEndSpecial
Valued Contributor
0
Enterprise Account Executive
Early in my career I had a lot of huge deals that I was excited about. None of them worked out. I know better now.

1) What challenge are you solving that the customer can't? Does the prospect know this challenge? 

2) What does the price mean to them? If you give them pricing, are they comparing to the competitor, or are they comparing it to the cost of their challenge?

3) Everyone is greedy. Are you going to be the ones communicating with the prospect, or is the competitor? If your competitor is, why won't they just use the fact that you need them to boot you from the deal? "They actually came to us, because they knew we were better suited to help you."
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