41: Navigating landmines in a competitive deal cycle (Colin Specter, VP of Field & Inside Sales @ Orum)
Play • 24 min

Colin takes us through best practices for the very first discovery call - all the way through dealing with competitors, showing a killer demo, and negotiating with customers.


Four Actionable Takeaways:

  • Always get in front of the pro’s and con’s of your competitors
  • Start asking questions to handle those objects to eliminate the con’s
  • You must always be the vendor of choice before beginning negotiations
  • Build a list of non-monetary “gives” and the things you want to “get”


Colin’s Path to President’s Club:

  • VP of Field & Inside Sales @ Orum
  • Sales trainer, team builder and pipeline generator


Resources Discussed:


Focus Areas: Sales Process

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