Sales enablement
Virtual CI Teams
A virtual team has its own purpose. This team is working to aid you in the analysis process and the general intelligence operations process. This is where your relationships with product management, marketing, engineering, technical marketing, and sales teams comes into play.
Read MoreField Champions
Competitive intelligence always focuses on research techniques of the intelligence practice–the analysis techniques. We focus on techniques like strength, threat, win/loss analysis, feature, or financial forensic analysis. One of the less discussed aspects is how to make a CI organization operational. How to bring that operation to an entire company. It is not a single…
Read MoreImportance 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 MoreCI and Adoption of Sales Enablement Tech
How does competitive intelligence feed into the most popular sales technologies? Artificial Intelligence is predicted to be the most adopted sales technology over the next two years and promises to help sales professionals use data to understand their customers and be better prepared. A typical large organisation can spend around $3,143 per rep/annually on sales…
Read MoreSales Enablement & Efficiency: End the Hunt
Why it’s essential to create a culture of competitive guidance for sales teams to succeed. Today, it’s more important than ever for business leaders to do everything they can to empower their sales teams. A salesperson that feels invincible will win more deals. Yet too often, we are met with scenarios like this one: The…
Read MoreBusiness Maturity: What Can You Learn from Domino’s?
What can Domino’s Pizza teach us about our marketing processes and sales enablement techniques? Consider for a moment, if you will, a Domino’s pizza. Those who know them, know that they are continually striving for taste perfection. Domino’s, like many global, franchise-based brand, work hard for a consistently great quality product. Now, consider your marketing…
Read MoreHow to Design and Measure Battle Cards that Work
Battle cards are one of those competitive intelligence tools that once you start using them, you won’t do without them again. Key takeouts: A battle card system that is designed correctly and continuously measured and optimised can and should be your secret weapon in any competitive sales situation. Effective battle card design is all about…
Read MoreCompetitve Analysts: Get Sales Teams on Your Side
How can competitive intelligence practitioners get sales teams on their side so that everyone can reap the benefits? As a competitive intelligence practitioner, have you ever noticed that one of your best resources for competitive intelligence is your sales team? It makes sense; they are the ones on the front line speaking to customers and…
Read MoreThree Ways to Make Your Sales Pitch More Compelling
In sales pitches, it’s natural that doubt creeps in. Follow these 3 simple steps to make your pitch more compelling. Key takeouts: Here’s a scene that will be all too familiar to you: You have just finished speaking with one of your most opportunistic customers, happy that it went well and already working on the next conversation…
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