?? We launched a podcast!

*We're hitting pause on our usual newsletter cadence to share an exciting update – the Coffee & Compete podcast is officially LIVE!

Today's Menu

??? How to tune in to the Coffee & Compete podcast

?? Four tactics to compete in the early stage of a deal

FRESHLY GROUND

Coffee & Compete Podcast: Now Serving Hot Takes

If you haven't heard, we've officially launched episode #1 of the Coffee & Compete podcast.?

You can listen/watch at:

• Spotify
• Apple Podcasts
• YouTube

To never miss a future episode, make sure to subscribe.

Also, it'd mean the world to us if you left us a review?— seriously ??

PODCAST HIGHLIGHT

Nick Cegelski Dropped Some Serious Deal-Closing Wisdom...

For our first episode, we welcomed sales legend Nick Cegelski to the C&C pod.

Nick kicked things off with a spicy take ???: sales deals are either won or lost in discovery.?

He then offered some killer disco call advice. Here's a taste:?

• Spend less time asking prospects what they want; spend more time teaching them about what they need.
• When addressing competitors, steer the conversation through three areas: your winning zone, your losing zone, and your neutral zone.
• Define these zones clearly:

• Winning zone: Areas where your product excels over competitors
• Losing zone: Areas where competitors have an advantage
• Neutral zone: Features or services where you're on par with competitors

And there's more... Nick and the C&C crew also covered:

• The importance of honing a quick dismiss for your top competitor?
• Why badmouthing competitors backfires
• How to influence buyer's purchase criteria through competitive discovery

Listen to the full episode to get all of Nick's compete wisdom.

Watch Now

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Happy competing!