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# winnerscircle
# winloss
# sales reps
# competitivemessaging
# product
# exec buy-in
All (7)
Video (7)
Most Recent
Brandon Bedford
Tirrah Switzer
Paul Senatori
Brandon Bedford, Tirrah Switzer & Paul Senatori · Nov 4th, 2022

How to Bring Win-Loss Analysis Into Your Compete Program | Competitive Enablement Show LIVE Ep. 9

Paul Senatori (Lyft, Salesforce, Hubspot) and Tirrah Switzer (Community Brands, Accusoft) join special guest host Brandon Bedford for another edition of Competitive Enablement LIVE! These three compete pros dive into what it takes to bring win-loss insights into your compete program. From how many interviews you should conduct (and how often), the pros and cons of working with a third-party vendor, how to carve out budget for a win-loss program, and much more, Paul, Tirrah and Brandon touch on a ton of important points and field questions from the audience.
# winloss
How to Bring Win-Loss Analysis Into Your Compete Program | Competitive Enablement Show LIVE Ep. 9
Andy McCotter-Bicknell
Andy McCotter-Bicknell · Sep 23rd, 2022

Winning Your Market With Competitive Intelligence

A compete program without the support of your executive team is a compete program destined to fail. Andy McCotter-Bicknell, Head of Competitive Intelligence at ClickUp, shares how you can get your executives to value, advocate, and use competitive intel.
# winnerscircle
# exec buy-in
Winning Your Market With Competitive Intelligence
Jody Geiger
Leigh Quinlan
Erin Neal
Jody Geiger, Leigh Quinlan & Erin Neal · Sep 23rd, 2022

Coaching Your Reps to Competitively Differentiate

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.
# winnerscircle
# sales reps
Coaching Your Reps to Competitively Differentiate
Dan Hamilton
Jason Oakley
Dan Hamilton & Jason Oakley · Sep 23rd, 2022

Building a Compete Program that’s Rooted in Reality

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.
# winnerscircle
# sales reps
Building a Compete Program that’s Rooted in Reality
Brandon Bedford
Valerie Bonaldo
Ryan Sorley
Derek O'Grady
Brandon Bedford, Valerie Bonaldo, Ryan Sorley & Derek O'Grady · Sep 23rd, 2022

Distributing Win-Loss Insights Across the Entire Business

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.
# winnerscircle
# winloss
Distributing Win-Loss Insights Across the Entire Business
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.
# winnerscircle
# product
Bridging the Gap: The Secret to a Winning Partnership Between Compete and Product Teams
Spoiler alert: buyers are evaluating you and your competitors long before your initial demo call. Join Clara Smyth, Sr. Product Marketing Manager at Slack, as she shares some of her favourite competitive marketing plays that you can use to get an advantage before a deal even begins.
# winnerscircle
# competitivemessaging
Competitive Marketing in the Wild: How to Find Your Tone and Nail Competitive Campaigns
Popular
Distributing Win-Loss Insights Across the Entire Business
Brandon Bedford, Valerie Bonaldo, Ryan Sorley & Derek O'Grady
Coaching Your Reps to Competitively Differentiate
Jody Geiger, Leigh Quinlan & Erin Neal
Building a Compete Program that’s Rooted in Reality
Dan Hamilton & Jason Oakley
Bridging the Gap: The Secret to a Winning Partnership Between Compete and Product Teams
Alex McDonnell