The golden rule of differentiating: Never go tit for tat on features. You'll go down a rabbit hole; You'll never win the tit for tat game.

Instead, think about differentiation in 4 pieces.

Check this out 👇

1/ Product 💻

Again, no tit for tat por favor. Instead, focus on high-level themes around why your product is different. For example:

- Flexibility

- Reliability

- Better collaboration

2/ Service 🔨

Why you are better at implementing your product and providing ongoing support.

- Share example of customers that the prospect looks up to

- Bring in your Implementation leadership to discuss their framework

- Bring in your success leader to speak to how you optimize the product

3/ Business Results 🧪️

Why you are better at solving their problem than your competitor.

- You could have solved a similar problem for other customers

- How you deliver tangible ROI quarterly or yearly

4/ Strategic Partnership 🤝

How you envision the future with the customer - i.e. do visions align?

- Product integrations they can utilize

- Resources available to make the customer successful

- You'll provide value other than the product

With this, you've nailed your differentiation conversations.

And, I wanted to give you a head start on a slide you can create. Here's what I use 🔥

And one last thing before you go: your authentic self is a differentiator. No one can compete with you on being you.

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Abrazos,

Andrew 🤙