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- 🤘🤘 The Underestimated Power of Competitive Intel in Closing B2B Deals Faster
🤘🤘 The Underestimated Power of Competitive Intel in Closing B2B Deals Faster
It's just like getting into a relationship - it all boils down to that one moment.
Dejan Gajsek
April 17, 2023
Let's be honest - no one really cares about your CRM, LMS, Data Integration solutions that much.
Your customers rarely look at your mission and team values.
What they are a looking in a provider are a few things:
#1: Are you able to solve their problem? - Marketing
#2: Are you the best solution to partner with? - Sales
#3: Can they trust you to be there when they need you? - Customer Success
As most of the growing companies who are on the high growth trajectory i.e. going from $15M ARR to $50M ARR, they have needs.
... and once they grow larger those needs are going to mandate different solutions as well.
They need a trusted CRM, cybersecurity partners, help desk software, and powerful integrations.
Once the responsible individuals start looking for the solutions they will, if you've done your job correctly, stumble upon you as well.
They'll read through your persuasive copy, look at your beautiful and visually rich landing pages, and sift through your case studies.
✅ You are able to solve their problem.
Once they qualify you as a potential
This is the first human interaction with you and you've got an amazing opportunity to make a great first impression.
Your potential customer will come with tons of questions.
Depending on the level of their homework they might go deeper into the technical depth than your sales team might be comfortable with.
Now that practice comes into play.
Your sales person, is able to tackle the main objections, shed light about the features, go through the demo and pop up the hood of your product.
But questions are not only about whether you're the right fit.
Just like in modern dating, you're more than likely just one of the suitors with a alluring khm... "package"(sorry)
Your client is evaluating you against 3 or 4 other competitors.
They might be direct about it (in most cases) or they might be playing possum.
In any way - the comparison is always there and if you're not prepared you're tipping the scales of a successful close away from you.
This is where the competitive intel comes to play.
Once your sales teams are armed, prepared, and ready with objection-crushing answers, hidden answers that raise doubts in the competitor offering, and stellar replies that makes you look like a wholesome hero in the brutal arena of picking the right LMS, you're one way closer to getting a new account for yourself and not for your arch rivals.
✅ You are the best solution to partner with.
Once you've earned the trust, closed the deal, and onboarded the new client, you have done the hard part.
You're dating and you've both agreed that you are exclusive for now. Heck, you've both moved together in the same apartment.
At this point you just have to worry about not messing up.
And with a great product, great customer success and support you've won yourself a client for a long time.
In B2B world that often means 6-figure deal per year and a 7-figure deal if you can stretch out and serve the customer when they grow even more.
✅ You're the one. 💍
When you look back at your relationships that span from years, you'll remember that it all lead to that crucial conversation where you were able to say the best lines and prove that you were the only choice.
Looking to review how strong your competitive enablement is at your organization — take this free assessment quiz or forward it to your senior product marketing manager!
3 Savage Tweets
10. If you don't prioritize your life someone else will.
-@GregoryMcKeown— PJ Milani | Visual Teacher💡 (@milanicreative)
Apr 15, 2023
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d.