Coffee & Compete

Coffee & Compete

di The Compete Network by Klue
LavoroNotizie economiche
Stagione 2

#49 - The Secret Ingredients to a Deal-Winning Battlecard

Adam is joined by Klue's Competitive Solutions Specialist Hunter Sones for a deep dive into the Know. Say. Show. framework of building battlecards. Hunter explains why having a framework is important, what he sees as some of the biggest gaps in most battlecard content, and why content reliability is so important. Read more about the Know. Say. Show. framework on our bloghttps://klue.com/blog/battlecard-best-practicesCheck 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:(03:51) Know. Say. Show Framework (06:20) What’s missing from most battlecards (07:20 Backing up your claims with evidence (08:40) Speeding up battlecard adoption (10:08) How much context is too much? (10:53) Turning intel into insight (13:11) Hunter’s biggest tip 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
18 ago 2022
14:37

#48 - Enabling a Culture of Compete | Anthony Fritsch, CoachHub

Adam is joined by CoachHub's Global Head of Sales Enablement Anthony Fritsch to talk about his time at Google, what he's doing to enable sales in his current role, and how he breaks down silos across the org. 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:(03:00) - Google's approach to sales enablement(06:41) - Enablement is about breaking down silos(09:35) - Building the compete brand at CoachHub(12:33) - The importance of onboarding in enablement(16:01) - Why compete lives in the enablement department at CoachHub (21:14) - Enabling customer success with intel (25:31) - How to enable different teams with different intel(29:30) - Getting leadership buy-in for your compete program(32:30) - How Anthony measures his team's successHost: 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
4 ago 2022
38:16

#47 - Five Laws of Highly Effective Battlecards | David Washer, Klue

Adam is joined by Klue's Director of Data Insights (and resident Battlecard guru) David Washer for this month's edition of the Competitive Enablement Show LIVE. David and Adam walk through five critical rules for building better battlecards. Watch the full session on Youtube. And check out the brand new Compete Network to find the industry's best competitive content all in one place.Timestamps:(00:00) Welcome to Competitive Enablement LIVE(03:38) The most common battlecard mistake(05:42) Two layers of research before building battlecards(08:30) Where you should prioritize your time(10:32) Asking sellers who their number one competitor is(11:51) Framework for building battlecard(17:31) Moving beyond feature comparisons(22:29) Telling a story, not making a point(27:09) The value selling framework(34:57) Breadcrumbing intel in battlecards(39:56) Third-party verification of battlecards(42:45) How to spot competitors in a deal(47:49) How to nail your battlecards(55:46) Wrap-up and conclusionHost: Adam McQueenProducer: Ben Ronald 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
28 lug 2022
1:00:14

Klue at IntelliCon: Masters Series Part IV | Erin Pearson, Ashleigh Eisinger, Pat Wall

Adam is joined by a trio of compete all-stars in this fourth instalment in our Klue at IntelliCon Masters Series. Evalueserve's Erin Pearson shares her take on the most dramatic evolutions in compete programs in recent years (01:10). Highspot's Ashley Eisinger talks about the advice she would give to her younger self starting to build a compete program (09:58). And Imperva's Pat Wall reveals the one thing he wishes compete pros stopped doing (21:28). Listen to past episodes of the Masters Series and check out more compete content 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: 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 used 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
21 lug 2022
32:29

#46 - Enabling Product with Competitive Intel | Dustin Ray, Datto

Adam is joined by Dustin Ray, Director of Competitive Intelligence at Datto to talk about how he enables his product teams in the highly competitive cybersecurity space. The duo dive into how Dustin partners with his product team, the kinds of insights product teams actually need, and why sales engineers are the perfect halfway point between sales and product. 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:(04:21) - The difference between tactical, strategic and operational CI(06:21) - The challenge of partnering with product and how to overcome it(10:47) - Enabling sales and product at different touchpoints(12:56) - How Dustin builds alignment between CI and product(16:16) - Why leveraging your sales engineers is essential (20:29) - The kinds of intel product needs(22:46) - The overlap between sales- and product-focused deliverables(27:18) - How often Dustin shares intel with his product team (36:03) - Delivering the insights people need 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
14 lug 2022
38:31

#45 - Competing in Uncertainty | Tim Rhodes and Brandon Bedford

In our first-ever mailbag episode, Adam is joined by Competitive Intelligence consultant Tim Rhodes and Klue's Competitive Enablement Manager Brandon Bedford to answer questions submitted by listeners. Make sure to check 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:(03:53) - Competing in recessionary times(09:31) - Competing against legacy competitors(14:10) - Competing against the status quo(15:34) - Enabling internal intel sharing(24:25) - Sharing intel without scaring your teamHost: 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 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
7 lug 2022
35:50

#44 - Getting a Strategic Seat at the Table | Jennifer Roberts, ServiceTitan

Adam is joined by Jennifer Roberts, Senior Manager, G2M Strategy at ServiceTitan to share how she's earned and kept a strategic seat at the table for her competitive enablement programs throughout her career. Check out the brand new Compete Network to find the industry's best competitive content all in one place.Timestamps:(02:53) - Getting executive visibility into your compete program(06:24) - Taking care of your primary stakeholder before broadening your efforts(11:18) - Measuring success in a competitive enablement role. (13:49) - The pros and cons of using adoption metrics (17:33) - Starting with a small pilot group to measure your compete efforts(21:46) - The next steps after laying the foundation of your compete program(26:24) - Why Jennifer swears by win-loss programs(35:37) - Presenting recommendations to execs(39:01) - Jennifer's advice to her younger-self Host: Adam McQueenProducer: Ben Ronald 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
23 giu 2022
40:55

#43 - Prioritizing Competitors in a Crowded Market | Mindy Regnell, Postscript

Adam is joined by Senior Market Intelligence Manager at Postscript Mindy Regnell for this month's edition of the Competitive Enablement Show LIVE. In this episode, Mindy shares her best practices on how she tiers and prioritizes competitors in a competitive market. Check out the brand new Compete Network to find the industry's best competitive content all in one place. Host: Adam McQueenProducer: Ben Ronald Timestamps:(0:00) - Introducing the Compete Network(7:43) - First step in prioritizing competitors(14:29) - Getting internal alignment on prioritization(18:10) - How often you should prioritize competitors(23:02) - Cleaning up your CRM data(29:22) - Saying 'no' diplomatically(35:18) - Organizing competitors into buckets(38:26) - Mindy's theory on battlecards(41:11) - Allocating compete resources to the right competitors(48:35) - Setting tiger teams up for success(54:43) - Dealing with lower-tier competitorsAbout 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
16 giu 2022
59:00

#42 - The Truth About Making Competitive Content Sales Reps Love | Brock Everett, Shopify

Adam is joined by Brock Everett, Competitive Intelligence Ambassador at Shopify, to talk about building competitive content sales reps love based on his experience moving from a sales role to competitive intelligence. Check out the brand new Compete Network to find the industry's best competitive content all in one place.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: Ben Ronald Timestamps:(02:44) - Why Brock made the move to CI from Sales(05:09) - Why sales professionals make good CI professionals(08:03) - Brock's biggest surprise after moving into CI(11:01) - What's wrong with competitive content today(16:05) - Handling objections in sales(20:06) - Tackling battlecards(25:29) - The power of a boomerang story(29:39) - How Brock's perception of CI has changed since starting in his roleAbout 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
9 giu 2022
37:09

#41 - Lessons from a Career in Compete | Mayur Palta, Databricks

Adam is joined by Mayur Palta, Competitive Intelligence Leader for Data Management and Win/Loss Program Leader at Databricks, to talk about what's made Mayur successful as a Compete and Sales Engineering pro at massive companies like Oracle, Dell and AWS. They also dive into how Mayur recommends building a competitive intelligence flywheel to strengthen the culture of compete within an organization, and his top three tips for building out a win-loss program. Read Mayur's full LinkedIn article on building a competitive intelligence flywheel here. 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: Ben Ronald Timestamps:(03:47) - Mayur's three lessons for compete professionals(07:40) - Lesson's from Mayur's time at Oracle(11:02) - Competitive intelligence as a social network(13:04) - Building a culture of compete(18:41) - Mayur's lessons from his time at AWS(22:38) - How Mayur developed his love of writing(27:30) - Mayur's three tips for starting a win-loss program(37:26) - The Competitive flywheel of successAbout 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
2 giu 2022
43:07
9 di 15