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Win-Loss

How to Nail Competitive Deal Support That Wins Neck and Neck Deals

How to Gain a Competitive Advantage With Win-Loss Analysis

How to Write a Must Read Competitive Newsletter

Building out a Governance Model for your Compete Program

Roundtable - Setting up Your Compete Program for Success with Shopify

Winning the Deal — A Competitive Deal Simulation

Positioning to W.I.N in 2023

Win-loss programs uncover the juiciest intel on your competitors. But packaging hundreds of interviews and thousands of answers in a way that actually informs your business… well, that’s where things get tricky.

Ryan Sorley, CEO at DoubleCheck Research, Valerie Bonaldo, Director of Product Marketing at Seismic, and Derek O'Grady, VP of Customer Experience at Forrester join Brandon Bedford, Competitive Enablement Manager at Klue, to provide the best ways that you can distill and deliver win-loss insights to different departments across the business.

Distributing Win-Loss Insights Across the Entire Business

When it comes to the art of competitive selling, the devil is in the details.

Join Jody Geiger, Revenue Enablement Coach at Klue and host of Winning as Women, and two of Klue’s Sales Leaders, Erin Neal and Leigh Quinlan, as they walk through how they coach their sales reps to differentiate from the competitors throughout the deal.

Here is a quick summary of how they competitively differentiate:

 
🙋‍♀️ Ask for consent

Ask your prospect if you can directly call out some of the competitive differentiators between you and your competitor in a demo, sales call etc. 
Let them give you the green light to compare and contrast first; if they say no, just focus on the strengths of your product 

🤷‍♀️ Don't pretend like other competitors don't exist 

If a prospect mentions your competitor, address their statement directly
If it's something the competitor does better, acknowledge it; if it's a lie, correct the record. 

🙅‍♀️ Resist the itch to pitch 

Guide your prospect toward ranking their main problems before you start pitching
If you pitch before you even know how your product can help, you risk losing credibility right off the hop. 


Watch the full session now.

Coaching Your Reps to Competitively Differentiate

Rome wasn’t built in a day. And neither was a successful compete enablement program.

Dan Hamilton, VP of Competitive Intelligence at Salesforce, joins Jason Oakley, Sr. Director of Product Marketing at Klue, to share why the best compete programs — that enable the entire business — build their foundation with sales.


Here are three reasons why partnering with your sales reps is key to success.
 

💵 1. Prove the ROI of your compete program

Benchmark the deals you supported versus those you didn't to measure the impact you've had on win rates, close rates, and revenue. 

🏆 2. Unlock the nuances that help you better differentiate 

Differentiation is incredibly nuanced, and you'll never learn the nuance unless you're partnering with your sales team

✅ 3. Boost your credibility with customer anecdotes

Your observations from the reality on the ground — especially with prospects and customers — help strengthen your overall narrative and validate your POV. 

Check out the full session with Dan and Klue's Jason Oakley to dive into these three takeaways and much more. 

Building a Compete Program that’s Rooted in Reality

Some relationships are hard to define. And in the world of compete, no partnership is more murky than competitive enablement and product teams.

Unless of course, you are Alex McDonnell at Airtable. Learn what competitive intel product managers actually need to inform their strategy and how Alex tailors compete to fit their needs.

Bridging the Gap: The Secret to a Winning Partnership Between Compete and Product Teams

Roundtable - Setting up Your Compete Program for Success with Adobe

The Why We Win & Why We Lose Cards

How to Brief Execs With Competitive Intel

The Quick Dismiss Card

How to Spot Them

Closing the Competitive Revenue Gap

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