CompeteiQ: Guide Sales with the Right Information

Here’s how to make sure sales have the right information at the right time.

You know the old saying about trying to sell ice to Eskimos? While we all know the meaning behind the adage and the lessons should learn from it as a consequence, it still happens all the time. And you may have even been on the receiving end of it.

We operate in a world where things need to happen as efficiently as possible. Productivity has long been a buzzword, and it’s not going anywhere. For efficiencies to become the norm in your company, you need to make sure that you have an efficient sales team. And for a sales team to be productive, they need the right information.

Do you have a competitive intelligence system set up? If not, choosing the right one for your company can be daunting.

There are many services that compile, sort, or assess massive amounts of information from across the Internet. These service providers will tell you that you don’t know enough about the market or the competition, or that you cannot adequately use information without some kind of automated searching tool. They say you need more information in order to be more informed.

In short, the tool that is meant to make your life easier requires a good bit of work from your end for that to happen.

We have an idea here at CompeteIQ that should be music to your ears: you don’t need more information; you just need better access to the information you already have.

Truth is: no amount of automated Googling and searching is going to provide the quality of information that your team already has. The salespeople who already know the customers and the market, the marketers who write your silver bullets and tailor the message daily, even those employees who used to work for your competitors. You already have the information you need, you just need to take what you know and make it unified, accessible, and actionable. https://ctt.ac/l8Sam+ Via @competeiq Click To Tweet

So instead of collecting more information, why not find your robust method of compiling resources, streamlining communication, and sharing information? When every member of your team has quick and easy access to all of the information they need, their collective knowledge builds a sales team to be reckoned with, resulting in a well-founded, industry-aware positioning and strong, unified sales messages.

Strong sales teams are built with guidance

We call this specific and organized kind of information “guidance.” Guidance is useful, processed, evaluated knowledge rather than un-assessed, un-edited, un-directed information.

Imagine you are trying to drive to a new restaurant in an unfamiliar part of town. You can use your Google Maps to get you there, but it will take attention, careful assessment, and continued effort on your part throughout the drive. Instead of using a map (the information), you could get proper directions (guidance) before you leave the house and then simply follow the steps, only ever having to make the most immediately relevant decisions at any given time. Guidance tells you exactly what you need to do, whereas information needs interpreting.

What about industry experts who will sell me the information I need?

Approach this type of pitch with suspicion. You already know your industry better than any competitive intelligence company can—you just need a great way to access and utilize it.

CompeteIQ is unique in that we don’t try to sell you more information to get bogged down in; we will give you the tools, methodologies, and best practices to turn the knowledge you already have into the kind of guidance that speeds sales and builds corporate maturity.

We’re not going to sell you ice. We’ll teach you to build an igloo instead.

CompeteIQ allows every member of your team to access exactly what they need and to provide feedback directly to the content creators. This means that instead of wasting time manually tailoring information for each deal, your marketing team can see at once what your whole sales team needs to know and make all of the relevant information available once.

Forget competitive data—you’ll have a framework for competitive guidance.

Head on over here to see the tool in action, and to talk to us about how a competitive intelligence platform like CompeteIQ can affect your bottom line.