Late to the Party - How to Win Business When a Competitor Gets There First

To keep this succinct, my company supplies a physical product that has been HOT this year (yes- covid related mitigation).


For many schools/gov orgs/ and larger businesses - when they have a clear pain point and need, while they're considering multiple options and technologies: What is your go-to method to win?


This might be an irrelevant post as it's a weird hybrid of enterprise selling/dealing with grant processes.


Been a tough sales week.

๐Ÿ”Ž Prospecting
๐Ÿ‘‘ Sales Strategy
๐Ÿ“ˆ Closing
2
poweredbycaffeine
WR Lieutenant
2
โ˜•๏ธ
Well, have you lost a deal to a competitor even though YOU were there first? Think about what happened in that situation and understand how they beat you...then turn that into your tactical response.

Play up your value, leverage social proof (who else is using you), and toss out all the FUD you can on your competitors!
DungeonsNDemos
Big Shot
1
Rolling 20's all day
I think my FUD game is lacking. I appreciate the helpful comment. We have TONS of social proof but it's a larger capital investment - my other thought is to stick with my champion at the account in asking better questions as we go.ย 
poweredbycaffeine
WR Lieutenant
1
โ˜•๏ธ
FUD in an emotionally and operationally charged sale (COVID is not to be trifled with in a corporate capacity) is a gamechanger. Might not be ready for this particular sale, but worth building out for the future.
Justatitle
Big Shot
0
Account Executive
Do you know the competitor? Do you know enough about where you are better than that competitor? If yes to both then itโ€™s great to take a consultative approach and set traps for them to know where youโ€™re gonna beat them outย 
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Deal Story
1nbatopshotfan closed a deal for $213k to the CTO, product owner departments
This deal started with a conference meet up (remember those?) in January of 2020. Prospect had a need to OEM our platform into their eDiscovery products. It was a fast start. Their product owner needed...
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Just got back from my first post-COVID business trip!

Question
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It's 12pm, END OF MONTH and you have ONE deal that will get you to target

Discussion
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What method would you use to get your Champion on the phone?
50 people voted