Coffee & Compete #93 - Think Like a Rep | Jessica Davis, HubSpot
Adam is joined by HubSpot's Competitive Intelligence Manager Jessica Davis to learn how she gets into the heads of her sales reps to create sales content to win more deals. Jess shares why it's essential to deliver content in a format your reps are familiar with and to promote it far and wide. We're also excited to announce that Jess will be a speaker at this year's Compete Week!
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Timestamps:
(00:00) Introduction
(03:02) Jess's three biggest tips for creating competitive content
(03:42) Distributing intel to your reps
(04:56) Promotion tactics and tips for content
(08:31) Moving from sales to compete
(13:02) Unlocking proof points from win-loss interviews
(16:38) How often HubSpot refreshes their content
(21:10) Staying close to your ICP
(23:57) How to report on your compete program to your leadership team
(29:01) Why you should be measuring competitive win rates
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.