#65 - 12-ish Ways to Increase Sales Adoption Across Your Content | Pat Wall, Imperva

Adam is joined by — actually wait — it's not Adam this time. In this episode, Ben takes a turn in the host chair and talks with Imperva's Pat Wall about what it takes to increase sales adoption of competitive intel and compete content in an organization. For a seasoned vet like Pat, he's picked up more than a few best practices on creating a culture of compete at the organization. That's why we brought him on to share 12-ish of his tips and best practices with our audience.

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Key Moments:

(00:06) Intro rambles
(04:00) How Pat's compete presentations stole the show at SKO
(06:42) Building a culture of compete and increasing adoption
(09:26) Moderating a competitive intelligence Slack channel
(13:21) What comes first: the culture of compete or the compete content?
(15:32) Giving sales what they need before they know they need it
(17:40) What makes a good pricing battlecard?
(20:00) Getting compete content to the right people at the right time
(23:59) What to do when good content isn't being used
(27:34) Getting short-term wins while building a longterm culture of compete
(29:38) The importance of executive buy-in to your compete program
(31:01) Rapid Fire!

Team:

Host: Adam McQueen
Producer: Ben Ronald
Video Editor: Grayson Ottenbreit
Audio Editor: Michael Panes

Music Credits

Intro Music: The Podcast Intro by Music Unlimted
Rapid-Fire Music: Los Angeles by Muzaproduction

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

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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.