Industry Competition: Look Outside of your Own
It’s risky to box yourself into your own industry when others outside of it are solving customer problems in a different way. You might be familiar with the traditional definition of an ‘industry’ as something like, “a specific branch of manufacture and trade.” For many applications, this perspective is perfectly adequate. But for the purposes…
Read MoreSales Enablement: Battle Cards Vs Battle Systems
We discuss the limitations with conventional battle cards and why you should build battle systems. Battle cards are what we all turn to in a competitive situation. They help us to anticipate talking points and counter any concerns and objections. They’re our golden tickets. Battle cards are a great thing to have at the ready…
Read MoreCompeteiQ: 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…
Read MoreWhat is Competitive Intelligence?
Here’s how you can use CI to close doors on the competition. What’s the first thing you do before trying out a new restaurant? Or before booking a holiday? Or (let’s go bigger), buying a new house? If you’re like most of us, you probably do a bit of research. In a recent webinar, MarketMuse…
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 MoreSales Teams Should Power Competitive Intelligence
With sales teams on the front lines, they should be empowered to gather competitive intelligence. It’s easy to see how salespeople can benefit from having useful competitive intelligence (CI). What is not commonly recognized, though, is that CI teams are also more effective when they are closely allied with their sales teams. For instance, salespeople…
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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