Coffee & Compete

Adam is joined by best-selling author David Priemer and Enterprise Sales Leader at Klue Alex Cook for this month's edition of Competitive Enablement Live.  David dives into his 5 Tips for Selling Against Your Competition in competitive deals, with real-life examples from Alex shared throughout the conversation.

Subscribe to our weekly Coffee & Compete newsletter to find out how you can participate in next month's Competitive Enablement Show LIVE.

(00:00) Welcome to Competitive Enablement Live
(07:46) Inspiration and Empathy in Selling
(13:46) Handling Objections and Rejections
(18:21) Asking Questions to Reveal Competitive Intelligence
(24:08) Bashing Your Competitors
(30:39) Inoculation Theory in Selling
(37:37) Ramping New Sellers for Competitive Deals
(42:47) Using Discovery as a Competitive Resource
(48:38) Incorporating Belief Statements in Competitive Deals
(53:37) Defining Positioning and Messaging.


Host: Adam McQueen
Producer: 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 McQueen
Production: Grayson Ottenbreit

Check 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.

Adam is joined by Postscript's Sr. Market Intelligence Manager Mindy Regnell to dive into crafting, reviewing, protecting and rolling out claims against your competitors. Mindy shares her best practices for documentation, why it's important to ask 'is it worth it?' at every point in the competitor claim lifecycle, and talks about some amazing examples from her career.

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://go.klue.com/newsletter-subscribe

Watch Mindy's Wynter Games presentation on competitor claims: https://www.youtube.com/watch?v=cjuDFBgSZs4

Timestamps:

(02:33) The importance of having a competitive claim process
(05:03) What is a competitive claim
(07:24) The craziest claim Mindy has ever come across
(10:20) The risks of making an unsubstantiated claim
(12:17) How to know if a claim is 'worth it'
(18:25) Investigating competitive claims
(26:17) The problem with outdated and crusty claims
(33:21) Where competitive claims should live
(36:55) Fitting a claim within your broader narrative
(42:14) Rolling out your claim to the team

Host: Adam McQueen
Producer: 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.

Adam is joined by Klue's Content Writer, and Producer of this podcast, Ben Ronald to dive into this month's edition of VERSUS in HBO VERSUS Netflix.  Ben lays down his argument for why HBO's brand identity of producing consistently outstanding content, combined with HBO Max's growing library of content, will propel HBO's streaming service into top spot ahead of Netflix within the decade. Make sure to sign up for or our weekly Coffee & Compete Newsletter to be the first to read the written version of HBO VERSUS Netflix.

To subscribe, visit https://go.klue.com/newsletter-subscribe

Timstamps:

(02:45) Netflix and HBO come into direct competition...twice
(08:19) Netflix starts producing original content
(14:03) Measuring success as a content producer
(19:02) HBO's and Netflix's brand in one sentence each
(22:18) HBO's competitive moat
(25:06) Ben's favourite Love is Blind character
(27:33) VCs and content producers
(30:32) When art and business collide

Host: Adam McQueen
Producer: 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 McQueen
Production: Grayson Ottenbreit

Check 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.

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 Grail KPI for compete leads

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://go.klue.com/newsletter-subscribe

Host: Adam McQueen
Producer: 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 McQueen
Production: Grayson Ottenbreit

Check 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.

Adam is joined by Benevity's manager of growth and market intelligence Tara Scott to discuss the opportunities and challenges of competing as a market leader. Tara talks about their journey from earning dual English Lit degrees to becoming a product marketer and landing in their current role in charge of competitive at Benevity — the market leader in Corporate Purpose Software.

Timestamps:

(01:36) - Tara's career journey from English Lit. to Competitive Enablement
(08:46) - Tara's advice to Competitive Experts everywhere
(13:15) - Why enabling sales first is a winning strategy
(16:35) - Building, scaling and managing expectations for your competitive program
(18:55) - The value of networking for your competitive program
(21:19) - How Benevity competes as a market leader
(24:32) - Cutting down on competitive chaos and anxiety within the organization
(27:33) - The importance of having a competitive enablement platform
(29:22) - The blessings and curses of being a market leader
(36:46) - Prioritizing competitive content for specific competitors


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://go.klue.com/newsletter-subscribe

Host: Adam McQueen
Producer: 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 McQueen
Production: Grayson Ottenbreit

Check 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.

Adam is joined by Federico Jorge, founder at Stack Against, for this month's installment of Competitive Enablement LIVE! Federico and Adam dive into what makes for a killer comparison page that sets your company apart from the competition. They answer questions from the audience about the dos and donts of a comparison page and even walk through two real-life examples of pages built by Federico. (Links to the comparison pages below).

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://go.klue.com/newsletter-subscribe

Comparison Pages:

https://signaturely.com/docusign-alternative/
https://processkit.com/asana-recurring-tasks/

Host: Adam McQueen
Producer: 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 McQueen
Production: Grayson Ottenbreit

Check 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.

On January 8th, 2022 BlackBerry closed its phone service for good.

Meanwhile, during that time Apple has emerged as the smartphone market leader within North America, generating just under $39 billion in 2021 on iPhone sales alone.

So, how the heck did Blackberry rise and fall as the pre-eminent smartphone in a blink of an eye, and what did Apple do to erase their biggest competitor?

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://go.klue.com/newsletter-subscribe

Host: Adam McQueen
Producer: 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 McQueen
Production: Grayson Ottenbreit

Check 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.

Adam is joined by Imperva's Head of Competitive Intelligence Pat Wall to talk about how to compete and differentiate in the ultra-competitive cyber security space. 

Pat and Adam dive into what makes or breaks a deal in the scorching hot cyber security industry. Pat's take on why mud-slinging is the wrong sales tactic. The importance of partnering with sales. How Pat enables his HR and Marketing teams with competitive intelligence

And much more.

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://go.klue.com/newsletter-subscribe

Host: Adam McQueen
Producer: 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 McQueen
Production: Grayson Ottenbreit

Check 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.

Adam is joined by Klue's own Competitive Enablement Manager Brandon Bedford in the first installment of our new series, Brandon Builds a Competitive Enablement Program. 

In this episode, Brandon shares his take on the importance of building a Seller Confidence Survey and how he designed the internal survey he sent to Klue's Sellers. 

Brandon and Adam dive into:

• Why seller confidence might be the most important metric for a competitive program
• The most important questions to ask and how to ask them
• Early results from Klue's own seller confidence survey
• And what Brandon plans on doing with the findings

Bradon will be joining the pod every month to share his progress on what it's like to build a competitive enablement program for a competitive enablement company.

Host: Adam McQueen
Producer: 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 McQueen
Production: Grayson Ottenbreit

Check 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.

Adam is joined by Product Marketing Manager at LeadIQ Mitch Comstock, Account Executive at Klue Qayam Noorani, and hundreds of other guests for our second-ever Competitive Enablement Show LIVE! 

Mitch and Q answer questions from the audience on topics like:

• How product managers and sellers can work together to crush the competition, 
• Where to find the best competitive intel to win more deals,
• And what makes for a compelling competitive newsletter. 

Subscribe to our weekly Coffee & Compete newsletter to find out how you can participate in next month's Competitive Enablement Show LIVE.

Host: Adam McQueen
Producer: 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 McQueen
Production: Grayson Ottenbreit

Check 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.