Tackling the Competition

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 Course

Expand Your Understanding of the Competition | Ascender
Course

Ascender’s Best Content on Decision Criteria

Making Sure the Customer Understands Your Differentiation |
Ascender Video

Stacking Customer Requirements in Your Favor w/ Marty Mercer
| Podcast


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