Episode notes
Adam is joined by Red Hat's dynamic competitive enablement duo Ben Scheerer and Pete Codevilla to talk about how they enable a sales team of more than 5000 sellers across the globe at the enterprise level. They dive into the importance of providing the right competitive content at the right time to the right people, how measuring usage and adoption metrics lets them build better content, and how to build the best battlecard setup.
Timestamps:
(02:06) - Enabling a salesforce of thousands
(11:41) - Establishing different differentiators for different personas
(13:36) - Enabling new sellers with essential content
(19:09) - Using analytics to fills gaps in competitive content
(27:42) - Key stakeholders to tap when creating content
(33:20) - Must have content for sales battlecards
(41:26) - The Holy ...