In this solo episode, Jason talks about what to do if your prospect is looking at competitors.
Connect with Jason on LinkedIn and Blissful Prospecting here.
Resources mentioned in the episode:
Show Notes Page
Here are three more ways to get help with your prospecting:
Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? St ... Show More
Oct 5
Future of Saas, moats, pipegen, and more with Ryan Heaphy
In this episode, Jason and Ryan Heaphy from Fractal Software, talk about what it takes to build a repeatable sales motion in early-stage vertical SaaS. They dig into why the VP of Sales hire usually flops, what a world-class sales playbook actually includes, reverse-engineering q ... Show More
1h 17m
Sep 28
Mental health and finding fulfillment in sales with Alex Kremer
In this episode, Jason and Alex Kremer from Alluviance, talk about why 70% of sales pros are struggling with their mental health, the two wells analogy and the hungry ghost trap, rewiring where your motivation comes from, and selling from presence, not pressure. Check out more fr ... Show More
1h 13m
Sep 21
Second-line SDR leadership with Brandon Jackson
In this episode, Jason and Brandon Jackson, formerly of Common Room and now at Ping Identity, talk about his four-pillar CPAD framework for SDR leadership, why dial counts aren't the real measure of a good day, aligning SDR with marketing and sales at once, and where AI belongs i ... Show More
54m 54s
Sep 2023
#198 - Club Playbook: Do the opposite (ft. Nick Cegelski)
ACTIONABLE TAKEAWAYS Every 2-3 days reach out to prospects via phone, email, LinkedIn. Get on their radar and get a response. Abide by the law of diminishing returns. If a prospect isn't responding, give up and reallocate that effort to prospects that are legitimate. At the end o ... Show More
21m 17s
Sep 2024
#351 - How to Outplay Competitors and Win High-Stakes Rip & Replace Deals (Jason Bay, Outbound Squad)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS In rip-and-replace deals, start by asking why the existing solution was chosen to understand the problems and motivations behind it. Late in the deal, confirm with your champion if you’re their top choice. Use their guidance to strengthen your ... Show More
36m 28s
Jun 2024
How to Stand Out From Your Competitors
You're unique, so why can't customers see it? In this episode, you'll get an answer — by dropping in on a real consulting session! is an executive mentor who struggles to stand out among a sea of coaches. Brand expert helps him, and also gives you the tools to stand out from your ... Show More
53m 2s
Dec 2020
Playbook 3: Mastering negotiation
Every 10th episode, we tear down one topic. This is how to master negotiation.
FOUR ACTIONABLE TAKEAWAYS
Set expectations with the Upfront Contract - pricing should be determined after your discovery, not before
Price is based on internal (timeline, pain points) and external fact ... Show More
28m 23s