Force Management

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.Here are some additional resources:Get MEDDICC Certified on Ascender!Navigating the Competitive Landscape | Ascender CourseExpand Your Understanding of the Competition | Ascender CourseAscender’s Best Content on Decision CriteriaMaking Sure the Customer Understands Your Differentiation | Ascender VideoStacking Customer Requirements in Your Favor w/ Marty Mercer | PodcastVisit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Au