Klue x 30 Minutes to President’s Club: 4 Tips to Outsell the Competition

Adam McQueen

91% of revenue leaders said that their team’s deals were more competitive this year.

That’s why Klue is partnering with 30 Minutes to President’s Club.

The best in compete working with the most popular sales podcast in the world to produce content that will help you and your revenue teams sell more effectively against the competition.

(Psst, you can check out our first collab on how you can dismantle competitors in deals and the battlecard framework you can use to do so here!)

In fact, we were so excited about this launch that we decided to get a few of Klue’s own reps to share some of their favourite competitive selling strategies themselves.

Here’s what they had to say.

Customer references are a HUGE competitive advantage

Lauren Chambers, Account Executive: Customer references are your biggest competitive advantage in a deal.

And not just sending along a five-star review or some G2 badges.

What’s most valuable in a deal cycle for buyers is actually hearing from others who have been in their shoes.

People who have evaluated both tools. Or better yet have used them both.

That’s why you need to create relationships with the people you’re working with as a seller.

Check-in on how they’re doing after launching. Give a sh*t about their success!

Because the next time you’re in the middle of a neck-and-neck deal… that customer is going to vouch for you in a way that’s more powerful than anything you, or your competitors, say or do.

Focus on your buyer will lead to stronger differentiation

Qayam Noorani, Account Executive: The biggest mistake reps make when a competitor appears in a deal is turning their attention too far away from the buyer and onto the competitor.

Focusing on your buyer IS what will lead you to differentiate from that competitor.

Not the other way around. Always approach competitive deals in this order:

1. Understand the buyer’s wants and needs
2. Pair that with your knowledge of your competitor’s offering
3. Craft a compelling value wedge that resonates with your buyer and differentiates you from the competition

Here’s an example of how that plays out along with trap-setting questions to use:

Approaching the deal in this order creates a smoother selling motion that puts the buyer first, and (hopefully) your competitor in last.

Don’t sling mud!

Leigh Quinlan, Sales Manager: Mud-slinging when your buyer mentions a competitor is the quickest way to lose a deal.

Buyers are assessing multiple vendors in this market, including your competitors.

This is a good thing! It means they’re serious about solving the problem that you solve.

But it also means they’re inundated with information from competitors, communities, analysts, and reviews that conflicts and blurs together.

Help them.

Seek to understand their most important challenges, both personal and business. What’s the impact of these challenges?

Once that is validated and understood, instill confidence in how your solution will uniquely solve this versus other options in the market.

Slinging mud the moment a competitor gets mentioned doesn’t help your buyer solve their problem. And that’s what you’re there to do.

Be meticulous with your demo time

Kevin Churchill, Account Executive: Demo time is your most precious resource as a seller.

Here’s how NOT to waste it: only demo things that are true differentiators to your competitors.

Yes, mention the things that are tablestakes; the features/workflows/value that both you and your competitor provide.

But spend the majority of your time showing the parts of your product that lead to differentiated value for your prospect.

And even if it isn’t a competitive deal yet? Assume that a competitor is going to show up.

Keep your demo focused on your differentiated value in the market.

Outsell the competition with Klue and 30 Minutes to President’s Club

If you want even more competitive selling content… well, you’re in luck.

Klue and 30 Minutes to President’s Club will be producing content that will help you and your revenue teams sell more effectively against the competition.

Tactical, actionable tips. Not theoretical fluff.

Check out our first collab on how you can dismantle competitors in deals and the battlecard framework you can use to do so here.

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