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?

More courses from the same author: Chris Orlob

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