Here’s a great mental model for how to position and sell against your competitors. It’s called a Value Wedge.
You need to know:
1️⃣ What your buyer cares about
2️⃣ Value that your solution offers (5-7 points)
3️⃣ Value that your competitor offers
Where do your buyer's needs overlap with your unique value points?
That's your Value Wedge. 🧀
It’s important that you continue to bring the conversation back to those key points. On every call. In every email.
And remember, It’s hard for prospects to remember the things you say to them, but they do remember the things THEY said to you. So the more you can frame your value wedge around what they said, the more it will resonate with them.
Last thing - you can’t use value wedges until you really understand what your prospect cares about and what competitors are in the deal, so make sure you ask as early as possible.
Find this interesting? I first heard about Value Wedges from Qayam Noorani, a Senior AE at Klue. He discussed them on the Competitive Enablement Show last week with Mitch Comstock from LeadIQ and Adam McQueen at Klue.
The episode is packed with a ton of actionable takeaways so highly recommend checking it out. Link is in the comments.
#competitiveenablement #competitiveintelligence #productmarketing #sales #salesenablement #positioning #pmm
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Watch it on Youtube - https://www.youtube.com/watch?v=2Bh8NQnfAU0 or listen on Spotify - https://open.spotify.com/episode/0UzuZVY0Xqifk2cbhWczxW?si=67f8b9328a0549d4