ACTIONABLE 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 position against competitors.When prospects compare you to competitors, suggest specific aspects to evaluate that highlight your strengths and expose competitors' weaknesses.In rip-and-replace deals, emphasize key product gaps that significantly impact the business, and ensure decision-makers are committed to addressing them.PATH TO PRESIDENT’S CLUB"Founder & CEO @ Outbound SquadOwner @ Jason Bay ConsultingDirector of Marketing @ Chamber DS, Inc.Marketing Director & Corporate Sales Trainer @ National Services Group, Inc.RESOURCES DISCUSSEDJoin our weekly newsletterThings you can steal