Coffee & Compete

Tamara Schebel, VP of Product at Klue, joined the Product Marketing Life podcast to talk about the best ways to start and scale your competitive enablement program.In the episode, Tamara shares how to put together a 'competitive plan' before launching your program, where to begin finding information, and why earning sales trust and executive support is essential when scaling your efforts.Don't forget! Save the date for Klue's 'Competitive Enablement Summit' on Oct. 27&28. There'll be plenty more information on this soon.Host: Adam McQueenProduction: Grayson OttenbreitCheck 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.

Adam is joined by Dave Barker to share his best strategies for collecting competitive intel.In the episode, we got into how Dave finds quality competitive intel internally and externally within the mountain of information available, and how he presents these insights collected for different audiences. We also got into the best questions you should be asking in your win-loss program and how that fuels your competitive program.Keep your eyes peeled for Klue's inaugural 'Competitive Enablement Summit' on Oct. 27&28. Save the date, and more information will be out soon!Host: Adam McQueenProduction: Grayson OttenbreitCheck 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.

Guest host Jacob Gebrewold is joined by Anthony Iannarino to discuss his book 'Eat Their Lunch: Winning customers away from your competition'.In the episode, Anthony shares why pricing isn't the reason a seller loses deals, the value of group coaching to improve a sales team, and what to do on a call before immediately diving into your product.Grab your copy of Anthony's book here.Host: Adam McQueenProduction: Grayson OttenbreitCheck 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.

Adam is joined by Maggie Kullman, Product Marketing Manager @ Clari, and Ryan Sexauer, Revenue Enablement Manager @ Clari, to share how they established a competitive program that proactively supports sales.In the episode, we also talked about the strategies Maggie used to build a competitive culture at Clari, the partnership between competitive intelligence and revenue enablement, and how they tiered out their competitors across different markets.Host: Adam McQueenProduction: Grayson OttenbreitCheck 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.

Adam is joined by Chris Janiszewski, Director of Market Intelligence @ UiPath, and Lisa Kalner Williams, Product Marketing Manager @ Agorapulse, to share the steps they took to shift their competitive enablement program from reactive to proactive.In the episode, we talked about how to map and prioritize your competitive landscape, what strategies Chris used to enable his reps to handle a competitor drastically cutting their prices, how Lisa learned that customer success teams were dying for competitive intelligence and how she supported them. Plus, both shared their best tactics for creating content that sales will actually use to win a deal.Host: Adam McQueenProduction: Grayson OttenbreitCheck 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.

Adam is joined by Colby Kennedy, Product Marketing Manager @ Reputation, to share his best tactics for training sales to use competitive intelligence during a deal. In the episode, we talked about the starting point for Colby’s competitive program, what he’s done to translate raw intel into concise, usable competitive content for salespeople, and the strategies he uses from his teaching background to train end-users to become more comfortable using competitive intelligence.Host: Adam McQueenProduction: Grayson OttenbreitCheck 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.

Adam is joined by Scot Kim, Director @ Lenovo, to share how he's earned executive support for various competitive programs that he has led over his career.In the episode, they talk about the importance of presenting solutions instead of problems to execs, why Scot uses war rooms for cross-collaboration and their effectiveness, and what it means to address current money and future money when laying out your competitive intelligence program’s objectives.Host: Adam McQueenProduction: Grayson OttenbreitCheck 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.

Adam is joined by Justin Topliff, Senior Product Marketing Manager @ Highspot, to share how he's scaled his competitive enablement program at a hyper-growth company while remaining a team of one.In this episode, they talk about maturing your program beyond handling ad hoc requests to taking on strategic initiatives, identifying leading indicators on competitors to make your program more proactive, and the importance of storytelling in your company's competitive narrative to generate buy-in.Host: Adam McQueenProduction: Grayson OttenbreitCheck 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.

Adam is joined by Chris Owen, Director of Product Management @ Saviynt, to share some of the tactics he used to launch a competitive program quickly and efficiently.In this episode, they talk about the importance of data when pitching your business case to execs, the best ways to crowdsource competitive intelligence from teams who're in the field, and what it takes to get real buy-in and engagement across the organization.Host: Adam McQueenProduction: Grayson OttenbreitCheck 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.

Adam is joined by Jacob Gebrewold, Account Executive @ Klue, to share an end-user perspective on the content that sales need to win their next competitive deal.In this episode, they talk about why features and benefits don't make a compelling sales pitch, the importance of understanding the competition to tell a compelling story in your messaging, and building trust between product marketing, competitive intelligence, and sales.Host: Adam McQueenProduction: Grayson OttenbreitCheck 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.