#45 - Navigating landmines in a competitive deal cycle (Colin Specter, VP of Field & Inside Sales @ Orum)
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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
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