Coffee & Compete # 71 - Tipping Winnable Deals | Tara Scott & Eric Holland
Special guest host Brandon Bedford welcomes Tara Scott (Acuity Insights) and Eric Holland (CureMint Inc.) for this month's installment of the Competitive Enablement Show LIVE. This trio of competitive intelligence and competitive enablement superheroes dive into their experience on what it takes to tip winnable deals in your company's favour.
Starting with making sure you're spending time in the right deals to begin with (i.e. are they big and winnable enough to justify your time?), Eric and Tara explain the importance of avoiding feature-function face-offs, and how having a full picture of your prospects' pain points sets you up to win competitive deals.
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Key Moments:
(00:05) Welcome to CE LIVE!
(06:00) Avoiding feature-function battles
(08:45) Using a loss interview to win a client back
(14:39) Learning how to tip winnable deals through enablement
(21:21) How to steal a competitor's client
(33:58) How competitive enablement can help reduce churn
(46:52) How to decide which deals you should directly support
(53:19) Why empathy matters to competitive enablement
Team:
Guest Host: Brandon Bedford
Producer: Ben Ronald
Music Credits
Intro Music: The Podcast Intro by Music Unlimted
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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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