Remove vendor

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Stitching Intent Data into Your Sales Strategy

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I’m just trying to understand who the vendors are. And they’re starting to differentiate between qualities and prices. Step 3: Vendor selection and elimination. Vendor selection is an important next step – and even more important is vendor elimination. I know the vendor that I want to go with.

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[VIDEO] How to Evaluate a Data Provider

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One of our partners called this recently, “selling in a sea of sameness” – so many tools, it’s hard to differentiate. The flip side is I’m sure those vendors just can’t stand that I’m unable see how each one is the best. Watch the Video.

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Whiteboard Wednesday: 5 Steps to Overcome Sales Objections (Steve Bryerton)

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How you differentiate. Worse yet, if they already have an incumbent vendor and you start to bash that – all you’re doing is attacking their previous decision: They stuck their neck out before, they invested in a solution, and now you’re saying it was the wrong decision. How your compare to a competitor.

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How to Use the Tech Stack to Displace Competitors

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Differentiate your offering from your competition. If the incumbent vendor – your competitor – lacks any feature that you have, Battey says, you can ask your prospect how they’re going about gaining the value your feature gives. Step 2: Run targeted displacement campaigns for closed-lost accounts.

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Sales Intelligence: What to Expect When You’re Prospecting

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Once you’ve identified the “who,” if you have good data, the rest of the processes falls in place: Who is this customer, and what do they need to hear from me, the vendor? Differentiate your offering from your competition. Watch our 4-part True Story of Account-Based Everything: When, where, and who your prospect wants to buy.