Chris Orlob – Rig the Game: Advanced Strategies for Winning Your Unfair Share of Competitive SaaS Deals
$97.00
Delivery: Within 3-7 days
Description
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.”
These are ADVANCED STRATEGIES:
1.How to rig deals in YOUR FAVOR, step-by-step.
- Two step-by-step techniques to rig the buying criteria in YOUR FAVOR.
- Word-for-word questions and exercises you can STEAL and use today.
2.7 tactics to WIN before the battle even STARTS.
- Set up EVERY deal to be “competitor proof”
- Undermine your competitors before they even come into the deal (WITHOUT “slinging mud”)
3.How to win at YOUR price (even with cheap competitors)
- Tired of getting undercut and ground down on price? Learn how to “box out” your competitors from the negotiation.
4.The Nuclear Option: What to do when you’re LOSING.
- Two “turnaround” tactics to SAVE deals before you lose.
5.How to create a “political web” that favors YOU.
- You’ll win and lose deals at the political and org dynamics level. You’ll learn how to build a “web network” — a NIGHTMARE for your competitors.
6.More than 10 real-life case studies, exercises, and examples.
- You’ll get worksheets, case studies, and concrete examples so you can start using these techniques, FAST.
What You’ll Learn In Rig the Game: Advanced Strategies for Winning Your Unfair Share of Competitive SaaS Deals?
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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