Rig the Game: Advanced Strategies for Winning Your Unfair Share of Competitive SaaS Deals – Chris Orlob
Rig the Game: Advanced Strategies for Winning Your Unfair Share of Competitive SaaS Deals: Master These Competitive Selling Strategies, and You’ll Never Lose a SaaS Deal to Your Competition Again.
In this course, you’ll learn more than 20 competitive selling strategies I used to drive competitors CRAZY while growing Gong to a $7.2B valuation.
What You’ll Learn In Rig the Game
Part 1: Introduction
- Welcome and my journey
- Product differentiation is dead (here’s why)
Part 2: Rig the Buying Criteria
- How to rig the “root cause” in your favor
- How to rig the desired solution in your favor
- TEACH your buyer to favor you with a Nexus
- How to get buyers to crave your differentiation
- Super social proof
- A controversial technique: The Bull Charge
- Competitive sales judo
- How to redefine the scope of the deal to WIN
- A landmine that ensnares your competition
Part 3: Rig the Buying Process
- How to get an exclusive evaluation
- How to add or remove buying steps to WIN
- When (and how) to accelerate the deal
- When (and how) to DELAY a deal
- How to get your buyer to change an unfair process
- Live to fight another day
Part 4: Rig the Buying Committee
- How to “craft” the right blend of people
- How and why to loop in “winning” stakeholders
- How to sell around saboteur stakeholders
- Find, build, and equip a “bulldog champion”
- Co-selling with a “power partner”
- Get Power to exercise authority in your favor
Part 5: Putting it all together
- Conclusion
- What’s next?
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