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 conclusion
Host: Adam McQueen
Producer: Ben Ronald
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.
