Blindspots with Host Ryan Sorley
Season 1
by The Compete Network by Klue
Today's conversation is with Jason Smith who is the CEO and co-founder of an award-winning competitive intelligence company called Klue. Jason and his team at Klue provide a lens into your competitor's world by capturing, managing, and communicating market insights across the web. In this episode Jason expands on informative topics that he knows can help you get ahead of competitors. Learn how to get the most out of your CI data, ethical approaches to mining data, and the best way to further ingenuity in the professional world. Continuous updates to the way we handle CI that are aimed at market enlightenment will enable you and your team to win more business. Jason and everyone at Klue knows how important it is to stay at the top of your game in an industry that evolves overnight. He is passionate about the tools that himself and his team have come up with to help. So listen in and learn how to build a best-in-class competitive enablement program with this week's Blindspots guest. Key Takeaways 💡4:37 - 7:50 Experience creates insights and furthers ingenuity in any business. 🔍📊 8:34 - 10:23 Using classification buckets to sort through unstructured CI data. 😇⛏ 10:33 - 12:15 Airing on the side of honest when searching for data. Unethical approaches to data mining reflect poorly on your companies core values. 🤷♀️ 13:33 - 15:28 Where does the function of CI live in an organization today? 🚀 16:00 - 18:10 Competitive enablement: The future of CI 🚚📈 19:09 - 20:48 Best practices in delivering CI data. 🤾♂️ 21:10 - 22:34 Capitalizing on your competitive intelligence data. 👨🏫 22:34 - 24:36 Building smart, digestible, and accessible CI deliverables 📝 25:14 - 26:54 New to CI? Three steps to set you up for success.
Joining Ryan on today's podcast is Jeremey Donovan an SVP of Sales Strategy at Salesloft. Today's guest not only found success in the professional setting, but he also practices archery, weaving, and many more hobbies that he attempts to keep himself busy with. When Jeremy isn't shooting a bow he spends a considerable amount of time with his team pouring through millions of outbound emails. His team believes strongly that the key to a successful relationship in the marketing and sales world is using the right language when engaged with a client, while also adding added-value content. Jeremey gives great tips on how to avoid creating norms out of novelties and the perfect amount of personalization necessary to maximize engagement in any situation. Key Takeaways 👋 6:52 - 8:40 What type of greeting should we be using? 🏃♂️ 8:51 - 10:19 How to get people to respond and act on your emails. 👩💻 11:32 - 15:16 Qualitative insights into your customers perceptions. 🤹♂️🤦♂️ 15:21 - 17:28 Normalized novelties create disingenuous engagements. 📊 21:05 - 23:02 Leveraging primary research to fine-tune your sales process. 🤷♂️ 22:53 - 24:53 During an evaluation process when do you introduce value plans? 🤝 26:45 - 27:51 Engaging in high-quality leads and offering practical language to sales.
Welcome to the Blindspots podcast. This show is designed to help marketers and researchers understand just how to address blind spots in key, go-to-market areas through primary research efforts. This podcast is brought to you by DoubleCheck Research, an established leader in win/ loss and churn research and analysis with a mission to help clients improve their win rates by turning buyer insights into competitive advantage. My name's Ryan Sorley. I'm a founder, a researcher, a soon-to-be author, a husband to one, and a dad to three, and your grateful and humble podcast host. Each show, I will engage with marketing, sales, product, and competitive intelligence experts in the B2B technology space in meaningful and thought- provoking conversations with actionable strategies on how to help product marketers and those with a love for research drive value across their organizations. So make sure to check out the show and subscribe on your favorite podcast app. Thanks so much for joining us.
Welcome to Season 2 of Blindspots! A podcast for all things win/loss and churn analysis. For the next several months, DoubleCheck Research’s Research Director, Geoffrey Palmer—a storyteller, a playwright, and your podcast host—will engage with win/loss program leaders in the B2B technology space. These insightful conversations will deliver practical advice on how to leverage win/loss and churn analysis to get a leg up on the competition, improve the buying process, gain market share, and increase revenue. Enjoy!
In this week’s episode, we welcome Ryan Detwiller, founder and CEO of Scalepath—a company that is changing the way companies tackle the previously labor-intensive task of market sizing. Over the course of this in-depth conversation, Ryan defines the four levels of market size, and shares real-world insights about the value of accurate market sizing. Be sure to stick around until the end of the episode to learn how Scalepath is helping early-stage and more mature companies to avoid common market sizing pitfalls and make better growth decisions.
This week, Ryan sits down with Managing Partner at Software Pricing Partners, Chris Mele, who shares his knowledge in pricing and why you should develop a monetization practice. Chris tells us one of the biggest mistakes an organization can make is not to update its pricing strategy. Rolling out new pricing is complex and risky, but if done well can level up your company's growth. Luckily today, you'll learn about critical pieces of a monetization practice to help you upgrade your pricing and elevate your business. Key Takeaways: 🧩 05:48 - 07:52 Expand beyond the price point 🗝 08:35 - 09:34 The key to build a more optimized pricing strategy 😣 10:03 - 11:10 What is the number one mistake most companies make when it comes to pricing? 💡 10:46 - 10:57 What is a monetization practice? 📣 12:34 - 14:25 The reality of discounting 📞 16:51 - 17:57 Finding the right time to discuss pricing is key 💸 19:27 - 21:06 The impact of the pandemic on pricing 🥇 21:57 - 24:54 How to leverage pricing to gain competitive edge 📚 26:57 - 29:40 Sources of intel to inform your pricing strategy