Are you ready to uncover the secrets of successful sales strategies in a highly competitive landscape? In this episode of "The Sales Evangelist Podcast," host Donald Kelly chats with guest Claudio Meidler, an experienced sales professional working as an account executive for Google's German team in Dublin. Claudio shares his insights on navigating the competitive landscape and securing the share of the wallet when selling to enterprise or mid-level organizations. Tune in to this enriching episode and gain a fresh perspective on navigating the modern sales landscape with confidence and finesse. Building Credibility and Delivering Value Claudio emphasizes the importance of standing out in terms of service level and delivering value beyond the competition. He discusses the significance of conducting thorough research before approaching potential clients understanding their needs, pain points, and industry-specific knowledge. Claudio highlights the effectiveness of providing insights, market knowledge, predictions, case studies, and testimonials early in the conversation to build immediate credibility and trust. Unconventional Approaches to Success Donald and Claudio discuss breaking away from traditional sales tactics and how being direct and tactful can yield powerful results. Claudio discusses the importance of addressing unspoken concerns and objections, expressing understanding and empathy, and using direct language to navigate potential hesitations or objections from the buyer's side. The role-play between the two demonstrates how this approach can open up dialogues and lead to deeper, more fruitful conversations. Creating a Lasting Impact Claudio shares his perspective on delivering service without expecting an immediate return on investment, following up on bold questions, and continually striving to exceed the client's expectations. He emphasizes the value of constant learning and adaptability in the sales process, where leveraging unconventional techniques can create a lasting impact and differentiation in the market. Claudio Meidler shares invaluable insights and strategies for success in the competitive sales landscape. Learn how to stand out in a competitive environment, build trust with your prospects, and ultimately secure that coveted share of your wallet.  Take advantage of this opportunity to revolutionize your sales approach! Listen to the full episode now to discover how to enhance your sales strategies and achieve outstanding results. "Do your homework beforehand, deliver information and service without expecting an immediate return on investment, ask bold questions, and deliver testimonials or case studies to build credibility straight from the start." - Claudio Meidler. Resources SimilarWeb Claudio Meidler on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2.            This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3.            This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: