How Steve Used His Knowledge of the Competition to Win an Impressive Deal

Not all offerings are the same in a commodity market.

The best salespeople find out what differentiators they have…

And clearly understand how to use those to fight against the competition. 

Steve Drummond is used to selling in this world.

In this sales training episode of The Deal Breakdown podcast

He shares how he used his CRM to find a great opportunity

And then how he used his knowledge of the competition to close it.


What to listen for

  • Steve’s company & background: [00:50]
  • Why he chose this deal: [05:20]
  • What was the size of the deal: [06:10]
  • How did they find the deal: [07:40]
  • What was the first touch like: [09:00]
  • What was the first appointment like: [09:50]
  • The proposal: [13:00]
  • What was the next step: [13:45]
  • On competition: [15:50]
  • 3 Things That Won The Deal: [17:35]
  • 3 Things To Do Differently: [18:50]
  • Words of Wisdom: [20:10]

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