Win Deals Faster with Dynamic Comparison

Feature focus: CompeteIQ’s comparison feature. 

In any sales situation, there’s likely nothing more foreboding than the comparison phase. The moment we’re pinned against our competition, and we have to make sure we come out on top. Being ill-prepared means sending yourself into a pretty gloomy situation. We built CompeteIQ because we envisaged a day when preparing ourselves would be as easy and automated as making our morning coffee.

Lots of CompeteIQ’s features center around this vision. And today, we want to introduce you to one called Dynamic Comparison.

Picture the scenario: A competitor has released a new rival product that your sales team first heard of while in a meeting with a potential customer. They have no answers to questions or objections. The first time management hears about it is when a trail of somewhat panic-induced emails reach them.

And so everyone kicks into investigation mode to learn everything they can about the competitor’s new product. There is a mass scramble to get data sheets and information on the new product and try to figure out a way to position against it. It takes days to create and distribute collateral to your sales teams to tell them how to sell against this new threat. Meanwhile, the salesperson is stuck trying to find a way to respond to the customer, and the competitor is very fast gaining the advantage.

Contextualizing a new competitive offer is hard. How does it compare to your existing products or services? What are its strengths or weaknesses? Where does it fit in the industry? How do you create new collateral to educate your sales teams on this product?

So we released a feature some time ago that would help in this scenario. To make sure that sales teams never had to wait for analysis and guidance when a competitor launches a new product. One that ensures marketing, sales, and competitive teams could always identify silver bullets to use against the competitor and that marketing and competitive intelligence teams could instill confidence in everyone that they know where your company stands against every competitor and their products at all times.

Dynamic Comparison allows CI teams or marketing teams to enter the capabilities of a new competitor offering, and the CompeteIQ platform will analyze that new product; highlighting its strengths and weaknesses, and making that information available to sales teams immediately. It helps product marketing teams identify better strategies for positioning against the new threat. It can tell you how that new product stacks up not only against your offering, but also how it compares to the rest of the industry. And it can reduce the scramble to create new competitive content.

Using Dynamic Comparison in harmony with the predictive analysis nature of the CompeteIQ platform ensures two things:

1. That your sales team are never caught out in the middle of a meeting with a customer because they will already know that the competitor has launched something new.
2. That they will be prepared to counter any objects and de-position the competitor offering in the meeting, instead of having to follow up with this information later.

If the salesperson in the scenario above had this information, it would have prepared them to counter any objections and potentially even have a new product ready to compete.

Change the story at your company, don’t leave your sales teams waiting for guidance on new products while your competitor is closing the deal.

Book a demo to see how Dynamic Comparison can help your sales teams win deals faster, and how CompeteIQ can keep your company in front of your competitors.