Coffee & Compete #84 - Sales Reps Are Like Puppies | Pat Wall, Imperva
Adam is joined by friend of the Show and Imperva's Head of Competitive Intelligence Pat Wall. Pat dives into why enabling your sales team is like training a puppy, how to make intel simple and digestible for your reps, and how his priorities have shifted to focus on customer retention.
As much as you'll love listening to this interview, you should really check it out on Klue's YouTube Channel, shot on location in Scottsdale. We post (almost) every episode there, so check it out!
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Chapters
(00:02) Welcome to the Show!
(00:33) Pat's book: Building a Culture of Compete
(02:01) Training reps like a new puppy
(04:18) Bridging the enablement gap between knowing and doing
(05:46) Pat's most memorable competitive win
(07:23) Shifting from sales enablement to customer retention
(09:25) Pat's first-ever competitive win
(11:25) Getting tagged in for customer retention talks
(13:28) Pat's biggest learnings in customer retention
Production Team:
Host: Adam McQueen
Producer: Ben Ronald
Post Production: 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 your team already uses.
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.