Coffee & Compete

Coffee & Compete

di The Compete Network by Klue
LavoroNotizie economiche
Stagione 2

#58 - 5 Things I Learned About Battlecards | Ben Ronald, Klue

Adam is joined by Klue Content Producer Ben Ronald to talk about our recently released Competitive Battlecards Video Series. Ben was the project manager for the video series and spent hours talking to experts about what it takes to build a great battlecard. In this episode, Ben walks us through his five biggest learnings, including why less is more, how structure is everything, and why you need to be telling a story and not just making a point. Click here to check out the entire seven-part video series for FREE. Watch the video version of this and past episodes on Klue's Youtube ChannelCheck out more great compete content like this on the Compete Network.And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.To subscribe, visit https://klue.com/newsletterKey Moments(02:20) Why build a battlecards course in the first place?(05:10) Learning number one: Tell a story, don't make a point(07:03) Learning number two: More is not better(09:37) Learning number three: Internal intel the best intel(13:03) Learning number four: Keep your battlecards up to date(16:11) Learning number five: Structure is everything Host: Adam McQueenProducer/Audio Editing: Ben RonaldAbout Klue:Klue provides a lens into your competitor’s world, continuously updating and connecting dots to help you win more business. It’s a new way to capture, manage, and communicate market insights from the web and across the company, in platforms you already use. Host: Adam McQueenProduction: Grayson OttenbreitCheck out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network:The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.
S2
15 dic 2022
22:07

#57 - 5 Questions with Brian Murray | Partner & COO at Craft Ventures

Adam is joined by Brian Murray, Partner and COO at Craft Ventures, to answer five burning questions about what it takes to compete in an uncertain economy. As a founding partner at Craft Ventures, a VC firm that has raised over $2 billion and counts more than 200 companies in their portfolio, Brian has a deep understanding of what it takes to compete and win in both good and bad times. He shares why one of the defining features of successful companies and good board meetings is having the pulse of the competitive landscape and where they sit within it. Brian and Adam also dive into why competitive intelligence helps you respond to erratic behaviour from your competitors, how infrequently competitors come up at board meetings, the irony of tech-skeptical technologists, and why compete pros need to work to get their intel to the c-suite. Watch the video version of this and past episodes on Klue's Youtube ChannelCheck out more great compete content like this on the Compete Network.And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.To subscribe, visit https://klue.com/newsletterKey Moments (00:00) Introduction(03:09) What it takes to compete in an economic downturn(05:36) Responding to competitor behaviour with competitive intel(07:12) Mitigating against erratic competitor behaviour(10:05) Creating organizational alignment through your competitive landscape(11:56) Brian’s keys to an effective board meeting(14:05) Why being paranoid is a good thing for executives(17:10) What sellers need to do to differentiate in crowded markets(21:04) The risks of not being on top of your competitive landscape(24:18) Brian’s advice for all compete professionalsHost: Adam McQueenProducer/Audio Editing: Ben RonaldAbout Klue:Klue provides a lens into your competitor’s world, continuously updating and connecting dots to help you win more business. It’s a new way to capture, manage, and communicate market insights from the web and across the company, in platforms you already use. Host: Adam McQueenProduction: Grayson OttenbreitCheck out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network:The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.
S2
8 dic 2022
29:22

#56 - Pushing Your Compete Program Past Launch | Mitch Comstock, LeadIQ

It's hard enough getting your compete program off the ground, let alone building and keeping the momentum going in the face of economic slowdowns, layoffs, and reorgs. LeadIQ's Senior Product Marketing Manager Mitch Comstock knows first-hand the challenges of both building and maintaining a compete program. He joined Adam to talk about the three most important stakeholders you need to connect with to give your compete program the best chances of succeeding. Watch the video version of this and past episodes on Klue's Youtube ChannelCheck out more great compete content like this on the Compete Network.And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.To subscribe, visit https://klue.com/newsletterKey Moments:(04:50) - Three key stakeholder groups compete needs to partner with(07:07) - Starting compete from scratch(10:07) - Keeping top of mind with sales leadership(15:08) - Working with the sales enablement team as a key stakeholder(19:06) - How to get your foot in the door with sales enablement(21:42) - Mitch's approach to partnering with sales reps(23:33) - Conducting a sales confidence survey(28:53) - Rapid fire lightning roundHost: Adam McQueenProducer/Audio Editing: Ben RonaldAbout Klue:Klue provides a lens into your competitor’s world, continuously updating and connecting dots to help you win more business. It’s a new way to capture, manage, and communicate market insights from the web and across the company, in platforms you already use. Host: Adam McQueenProduction: Grayson OttenbreitCheck out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network:The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.
S2
17 nov 2022
32:35

#55 - Enabling Veteran Sellers with Competitive Intel | Andy McCotter-Bicknell, Qayam Noorani

Adam is joined by two compete pros at the top of their game — at opposite ends of the competitive enablement partnership. ClickUp's Head of Competitive Intelligence Andy McCotter-Bicknell and Klue Strategic Account Executive Qayam "Q" Noorani talk to Adam about what it takes to enable veteran sellers with competitive intel. A lot of compete pros spend their time onboarding and ramping new reps. But amid economic uncertainty, your company is likely not hiring as many reps. Most importantly, those bigger, more competitive deals are more important than ever to close. Listen to Andy and Q break it all down in this episode. Watch the video version of this and past episodes on Klue's Youtube ChannelCheck out more great compete content like this on the Compete Network.And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.To subscribe, visit https://klue.com/newsletterKey Moments:(04:39) - Splitting time between enabling new and veteran reps(08:00) - How the needs of veteran sellers change over time(09:11) - Moving from high-level collateral to granular collateral(15:47) - Collateral Andy uses to enable veteran sellers at the BoFu(20:57) - Using your competitive intelligence newsletter to enable veteran sellers(25:30) - Building a partnership with sales through 1:1 support(30:45) - Getting involved in individualized deal support(38:47) - What Andy would do with 10x the budget(39:55) - Collateral without contextHost: Adam McQueenProducer/Audio Editing: Ben RonaldAbout Klue:Klue provides a lens into your competitor’s world, continuously updating and connecting dots to help you win more business. It’s a new way to capture, manage, and communicate market insights from the web and across the company, in platforms you already use. Host: Adam McQueenProduction: Grayson OttenbreitCheck out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network:The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.
S2
10 nov 2022
43:30

#54 - Bringing Win-Loss Analysis into Your Compete Program | CE LIVE

Paul Senatori (Lyft, Salesforce, Hubspot) and Tirrah Switzer (Community Brands, Accusoft) join special guest host Brandon Bedford for another edition of Competitive Enablement LIVE! These three compete pros dive into what it takes to bring win-loss insights into your compete program. From how many interviews you should conduct (and how often), the pros and cons of working with a third-party vendor, how to carve out budget for a win-loss program, and much more, Paul, Tirrah and Brandon touch on a ton of important points and field questions from the audience. You can catch all past episodes of CE LIVE and plenty of other great video content on Klue's Youtube Channel. Timestamps:(01:50) Guest intros(03:41) Moving from ad hoc win-loss to a proper program(08:12) Where should win-loss sit in the organization?(10:39) Getting sales leadership buy-in for your win-loss program(12:19) Validating or verifying sellers' stated reasons for win-loss(14:39) Engaging sales reps in win-loss(16:16) How to weave win-loss data into battlecards(20:39) How to source win-loss interviews(22:57) Engaging the executive team in win-loss(29:49) Motivating sellers to enter win-loss data in Salesforce(37:53) When do you engage customers in win-loss interviews?(40:48) How many interviews should you conduct and how often?(43:10) Internal win-loss programs versus external(54:28) Moving from internal win-loss to external and how to get budgetAbout Klue:Klue provides a lens into your competitor’s world, continuously updating and connecting dots to help you win more business. It’s a new way to capture, manage, and communicate market insights from the web and across the company, in platforms you already use. Host: Adam McQueenProduction: Grayson OttenbreitCheck out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network:The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.
S2
3 nov 2022
1:00:29

#53 - Competing and Winning in a Recession | Kris Hartvigsen & Jason Smith

Dooly CEO Kris Hartvigsen and Klue CEO Jason Smith join Adam for a deep conversation into what it takes to compete and win in recessionary times. Kris and Jason break down why tying your product's value to ROI, deepening your seller's understanding of prospects and competitors, and clearly differentiating is more important than ever. Watch the video version of this and past episodes on Klue's Youtube ChannelCheck out more great compete content like this on the Compete Network.And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.To subscribe, visit https://klue.com/newsletterTimestamps:(02:51) How recessions impact pipeline and revenue(05:28) Changes to messaging and tactics in a recession(08:32) Selling to multiple stakeholders(11:09) The slim margin between winning and losing(16:40) Deals that just barely slipped through the cracks(19:16) Closing the competitive revenue gap(21:12) What separates a good seller from a great one(25:38) Clearly explaining your company's value(27:19) Defending against customer churn(29:06) Competing in this recession and recessions pastHost: Adam McQueenProducer/Audio Editing: Ben RonaldAbout Klue:Klue provides a lens into your competitor’s world, continuously updating and connecting dots to help you win more business. It’s a new way to capture, manage, and communicate market insights from the web and across the company, in platforms you already use. Host: Adam McQueenProduction: Grayson OttenbreitCheck out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network:The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.
S2
20 ott 2022
34:55

Building a Compete Program Rooted in Reality | Dan Hamilton and Jason Oakley (Winner's Circle Replay)

Salesforce VP of Competitive Intelligence Dan Hamilton and Klue's Sr. Director of Product Marketing Jason Oakley sat down for a fireside chat at last month's Winner's Circle event, powered by the Compete Network. They talked about the importance of building a true partnership with sales, how to be agile and flexible when it comes to differentiation, and how being closer to reality on the ground and in the field with customers gives you the evidence you need to bring your findings and competitive recommendations to the boardroom and to your execs.Catch the full session and five others from the Winner's Circle on the Compete Network Community Hub.Timestamps:(01:49) Jason and Dan introduction(04:26) The evolution of Dan's competitive intelligence career at Salesforce(07:11) Why all successful compete programs start by enabling sales (07:35) Authors' favourite chapters(11:23) What it means to really partner with sales(17:00) How to nail strategic competitive intelligence(20:51) How to nail tactical competitive intelligence(26:28) Q&A with the audienceCheck out more great compete content like this on the Compete Network.About Klue:Klue provides a lens into your competitor’s world, continuously updating and connecting dots to help you win more business. It’s a new way to capture, manage, and communicate market insights from the web and across the company, in platforms you already use. Host: Adam McQueenProduction: Grayson OttenbreitCheck out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network:The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.
S2
14 ott 2022
38:28

#52 - A Practical Guide to Competitive Intelligence | Zena Applebaum, Phil Britton, Alysse Nockels

Too much competitive intelligence theory, and not enough practical advice. Adam is joined by Thomson Reuters' Zena Applebaum, Sedulo Group's Phil Britton, and Palo Alto's Alysse Nockels to share their experiences writing their upcoming book: The Practical Guide to Competitive Intelligence.Pre-order your copy of A Practical Guide to Competitive Intelligence here. Timestamps:(02:10) Authors' inspiration for writing the book(04:12) Who the book was written for(05:40) Why tactical competitive intelligence shouldn't get overlooked(07:35) Authors' favourite chapters(10:13) The best CI stories included in the book(15:03) Best practices for reporting and distributing CI findings(19:08) A previously held belief about CI that's no longer true(19:55) Where the authors would spend their budget if it increased ten-fold overnight(20:32) One thing the authors wish CI pros would stop doingWatch the video version of this and past episodes on Klue's Youtube ChannelCheck out more great compete content like this on the Compete Network.And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.To subscribe, visit https://klue.com/newsletterHost: Adam McQueenProducer/Audio Editing: Ben RonaldAbout Klue:Klue provides a lens into your competitor’s world, continuously updating and connecting dots to help you win more business. It’s a new way to capture, manage, and communicate market insights from the web and across the company, in platforms you already use. Host: Adam McQueenProduction: Grayson OttenbreitCheck out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network:The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.
S2
6 ott 2022
23:52

#51 - Three Things Competitive Intelligence MUST Do to Support Product Launches | Molly Gallaher Boddy

Adam is joined by Molly Gallaher Boddy, the former Senior Competitive Intelligence Manager at Datto, who shares her best practices for supporting product teams and product launches with competitive intelligence. Listen and learn how Molly's main priority is to be a trusted consultant serving her stakeholders' goals and KPIs. Watch the video version of this and past episodes on Klue's Youtube ChannelCheck out more great compete content like this on the Compete Network.And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.To subscribe, visit https://klue.com/newsletterTimestamps:(04:16) How compete teams work with product teams at Datto(05:38) What kind of competitive intel does product care about(08:11) What good competitive intelligence looks like for product teams(14:26) How Molly builds her competitive intel newsletter(16:22) The magic of scalability(15:56) Enabling product teams with intel(17:45) Sharing intel beyond the newsletter(22:17) Internal alignment and breaking down silos(24:14) Building battlecards for product teams(27:58) Validating product-specific intel(32:33) The recipe for successful launches at larger companies(35:45) How CI informs packaging during launches(40:10) Establishing different CI goals throughout and past launch Host: Adam McQueenProducer: Ben RonaldAudio Editing: Josh KilnerAbout Klue:Klue provides a lens into your competitor’s world, continuously updating and connecting dots to help you win more business. It’s a new way to capture, manage, and communicate market insights from the web and across the company, in platforms you alr Host: Adam McQueenProduction: Grayson OttenbreitCheck out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network:The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.
S2
1 set 2022
45:08

#50 - How to Launch a Compete Program in 90 Days | Tracy Berry, Freshworks

Adam is joined by Freshworks' Director of Competitive Intelligence & Communication Tracy Berry for the 50th (!!) episode of the Competitive Enablement Show. In this very special episode, Tracy walks Adam through her tried and tested 30-60-90 day roadmap for launching a compete program. Watch the video version of this and past episodes on Klue's Youtube ChannelCheck out more great compete content like this on the Compete Network.And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.To subscribe, visit https://klue.com/newsletterTimestamps:(03:10) Introducing Tracy Berry(05:39) Establishing a 90-day plan(06:10) How the plan has evolved over time(07:50) The first 30 days: conducting research(11:14) Examples of quick wins(15:56) Enabling product teams with intel(21:50) Tips to clean up CRM data(24:00) Conducting 30 interviews with stakeholders(28:53) Leveraging win-loss data(32:13) Examples of tactical and strategic support(34:53) Using Klue to enable the exec team(38:10) Building a budget(39:19) Branding your compete program(41:17) Deliverables to prioritize(44:14) Using a 90-day plan beyond compete programs Host: Adam McQueenProducer: Ben RonaldAudio Editing: Josh KilnerAbout Klue:Klue provides a lens into your competitor’s world, continuously updating and connecting dots to help you win more business. It’s a new way to capture, manage, and communicate market insights from the web and across the company, in platforms you already Host: Adam McQueenProduction: Grayson OttenbreitCheck out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network:The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.
S2
25 ago 2022
48:22
8 di 15