You will inevitably face some form of competition in every deal. In today’s episode, Patrick “Paddy Mac” McLoughlin shares various tips on figuring out who your competitors are and positioning your solution as a top priority in the customer’s mind. Topics under discussion include:
- Gaining intel about a competitor’s activities within an account.
- Developing trust with a client over time.
- Questions to help you define your differentiation.
- Talking to the customer about renewals.
- Addressing solution requirements that a competitor is better equipped to fulfill.
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