Posts by Ed Allison
Importance of Rapid Response Processes
The Importance of Rapid Response Processes is tackling CI through a series of levels addresses the “problems” of scalability. There usually has to be more scaling in CI because there are ever expanding products and services being offered to ever expanding customer needs. One of the primary elements that should be tackled is how to…
Read MoreCompetitive Teams
Ed promotes that his success has largely been the result of the leadership of specific teams. In the center of an organization are project leads, who are directly responsible for the success or failure of the program. This is a lot of pressure, but the other parts of the team are also important parts of…
Read MoreCompetitive Selling. The art of comparison.
It’s a common scenario: a salesperson is making a pitch to a potential customer. The customer has heard all about why this product is the greatest thing around and how it will solve all of her company’s problems. The salesperson sits back, thinking that he has just closed the deal. But what is going on…
Read MoreCreating competitive battle cards
Effective battle card design is all about finding the right battle card for the right person at the right time. There are many different parts and many different people involved in sale, from internal and technical sales to account managers and customer support. For this reason, a battle card has to be many things to…
Read More10 Steps to creating a new CI program
The real challenge in building an effective CI program is not in the intelligence itself, but the structure and organization of the program. Many people make the mistake of starting with a focus on their intelligence gathering and analysis projects, rather than on addressing how the program is going to run. Check out the CompeteIQ…
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