#75 - Chris Orlob: Competitive Selling Techniques

Esplicito

Adam is joined by former Gong Head of Sales Chris Orlob to talk about competitive selling techniques Chris swears by. Chris dives into why you'll lose deals if you wait too long to deploy competitive selling tactics, how to win your unfair share of deals by rigging the deal cycle in your favour, and why you should be looking for weaknesses in your competitor's main strength.

Learn more about Chris here. 

Key Moments:

(00:02) Welcome to the Competitive Enablement Show
(03:51) Does sales experience make you a better product marketer?
(8:24) How to win your unfair share of deals
(14:10) Competing with Chorus head-on
(16:33) Why competitive selling should happen at the beginning of the deal cycle
(22:36) How  ...