#55 - Enabling Veteran Sellers with Competitive Intel | Andy McCotter-Bicknell, Qayam Noorani

Adam is joined by two compete pros at the top of their game — at opposite ends of the competitive enablement partnership. ClickUp's Head of Competitive Intelligence Andy McCotter-Bicknell and Klue Strategic Account Executive Qayam "Q" Noorani talk to Adam about what it takes to enable veteran sellers with competitive intel.

A lot of compete pros spend their time onboarding and ramping new reps. But amid economic uncertainty, your company is likely not hiring as many reps. Most importantly, those bigger, more competitive deals are more important than ever to close.  Listen to Andy and Q break it all down in this episode.

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Key Moments:

(04:39) - Splitting time between enabling new and veteran reps
(08:00) - How the needs of veteran sellers change over time
(09:11) - Moving from high-level collateral to granular collateral
(15:47) - Collateral Andy uses to enable veteran sellers at the BoFu
(20:57) - Using your competitive intelligence newsletter to enable veteran sellers
(25:30) - Building a partnership with sales through 1:1 support
(30:45) - Getting involved in individualized deal support
(38:47) - What Andy would do with 10x the budget
(39:55) - Collateral without context

Host: Adam McQueen
Producer/Audio Editing: 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.