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Highly competitive deal strategy?

Noobie here.

Really interested to know how everyone approaches late stage cycles when it’s a highly competitive deal? And ultimately questions to ask prospects to get the verbal

πŸ‘‘ Sales Strategy
☁️ Software Tech
2
CoorsKing
WR Officer
+11
King of the Coors Knights
Loaded question here. Typically, I try to get ahead of this earlier in the cycle, preferably pre-poc. When you are setting up the POC, you want to influence the "success criteria" to be weighted in your favor.Β 

Do you have some sort of competitive advantage? If yes, then play that up big time. If your two products are apples to apples, get as high as you can in the account and get an exec on your side.Β 
GDO
Politicker
+7
BDM
Yes, Discuss what they need to see during a POC to sign. Then put it in the followup mail. Aftwards you can show them that you agreeed upon it.
Kinonez
Celebrated Contributor
+9
WR Enthusiast
I like to add value for the prospect, explain how and why are features can help and how other similar companies have had success with our solution.Β 
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