As tech sales professionals, we are all out there competing. You may be dealing with competitors of call sizes. Maybe you are dealing with a large incumbent competitor. Maybe you are the incumbent.
While some tactics carry over between customers and sales engagements, you’ll often find yourself having to adjust to unique customer situations. That’s why our professional is so incredible and why we are needed.
When competing, go directly at your competition is not always the best move. In fact, rarely would I recommend it. It’s one of the fastest ways to drive down your price.
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