Close friend Tom Alaimo is launching his next prospecting bootcamp starting 6/18.
MONDAY UNFILTERED
He was a top selling seller at Gong and is a true pro. He tapped me lead one of the weekly sessions.
Use code “Brian” for 20% off if interested!
📚 – 2 tech unicorns train their AEs on 2 core concepts [1 min]
CONTENT OF THE WEEK
📝 – Crashing Okta’s Strategic Sales Team QBR [1 min]
💸 – Open Rate 80%+ – SMYKM Subject Lines [1 min]
Go Beyond Product Differentiation
You might think your product is special.
Maybe you’re all in on drinking the Kool Aid.
But the truth is most new prospects don’t see you that different.
What makes your solution/service unique is likely less than 30% of the full product.
Meaning the majority of your product has overlap with a competitor.
I was recently told “Your solution looks really similar to __ feature parity wise. Why should we choose you?”
True or not – most solutions are beginning to look similar.
You and your competitors product roadmaps have major overlap.
But you do not have to differentiate only through your tech.
Don’t let that late-stage deal momentum stall.
Keep driving it forward.
With real value.
