Coffee & Compete

Adam is joined by CoachHub's Global Head of Sales Enablement Anthony Fritsch to talk about his time at Google, what he's doing to enable sales in his current role, and how he breaks down silos across the org. Watch the video version of this and past episodes on Klue's Youtube ChannelCheck out more great compete content like this on the Compete Network.And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.To subscribe, visit https://klue.com/newsletterTimestamps:(03:00) - Google's approach to sales enablement(06:41) - Enablement is about breaking down silos(09:35) - Building the compete brand at CoachHub(12:33) - The importance of onboarding in enablement(16:01) - Why compete lives in the enablement department at CoachHub (21:14) - Enabling customer success with intel (25:31) - How to enable different teams with different intel(29:30) - Getting leadership buy-in for your compete program(32:30) - How Anthony measures his team's successHost: Adam McQueenProducer: Ben RonaldAudio Editing: Josh KilnerAbout 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 alreadyHost: 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 Klue's Director of Data Insights (and resident Battlecard guru) David Washer for this month's edition of the Competitive Enablement Show LIVE. David and Adam walk through five critical rules for building better battlecards. Watch the full session on Youtube. And check out the brand new Compete Network to find the industry's best competitive content all in one place.Timestamps:(00:00) Welcome to Competitive Enablement LIVE(03:38) The most common battlecard mistake(05:42) Two layers of research before building battlecards(08:30) Where you should prioritize your time(10:32) Asking sellers who their number one competitor is(11:51) Framework for building battlecard(17:31) Moving beyond feature comparisons(22:29) Telling a story, not making a point(27:09) The value selling framework(34:57) Breadcrumbing intel in battlecards(39:56) Third-party verification of battlecards(42:45) How to spot competitors in a deal(47:49) How to nail your battlecards(55:46) Wrap-up and conclusionHost: Adam McQueenProducer: Ben Ronald 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 a trio of compete all-stars in this fourth instalment in our Klue at IntelliCon Masters Series. Evalueserve's Erin Pearson shares her take on the most dramatic evolutions in compete programs in recent years (01:10). Highspot's Ashley Eisinger talks about the advice she would give to her younger self starting to build a compete program (09:58). And Imperva's Pat Wall reveals the one thing he wishes compete pros stopped doing (21:28).  Listen to past episodes of the Masters Series and check out more compete content on the Compete Network.And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.To subscribe, visit https://klue.com/newsletterHost: Adam McQueenProducer: Ben RonaldAudio Editing: Josh KilnerAbout 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 used 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 Dustin Ray, Director of Competitive Intelligence at Datto to talk about how he enables his product teams in the highly competitive cybersecurity space. The duo dive into how Dustin partners with his product team, the kinds of insights product teams actually need, and why sales engineers are the perfect halfway point between sales and product. Watch the video version of this and past episodes on Klue's Youtube ChannelCheck out more great compete content like this on the Compete Network.And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.To subscribe, visit https://klue.com/newsletterTimestamps:(04:21) - The difference between tactical, strategic and operational CI(06:21) - The challenge of partnering with product and how to overcome it(10:47) - Enabling sales and product at different touchpoints(12:56)  - How Dustin builds alignment between CI and product(16:16) - Why leveraging your sales engineers is essential (20:29) - The kinds of intel product needs(22:46) - The overlap between sales- and product-focused deliverables(27:18) - How often Dustin shares intel with his product team (36:03) - Delivering the insights people need Host: Adam McQueenProducer: Ben RonaldAudio Editing: Josh KilnerAbout 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 alreadyHost: 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.

In our first-ever mailbag episode, Adam is joined by Competitive Intelligence consultant Tim Rhodes and Klue's Competitive Enablement Manager Brandon Bedford to answer questions submitted by listeners. Make sure to check out more great compete content like this on the Compete Network.And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.To subscribe, visit https://klue.com/newsletterTimestamps:(03:53) - Competing in recessionary times(09:31) - Competing against legacy competitors(14:10) - Competing against the status quo(15:34) - Enabling internal intel sharing(24:25) - Sharing intel without scaring your teamHost: Adam McQueenProducer: Ben RonaldAudio Editing: Josh KilnerAbout 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 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.

In the third part of this seven-part series, Adam talks to Commvault's Head of Competitive Intelligence Matt Tyrer (01:00) and Milestone Systems' Alex Knapik (16:45) about their takes on the state of competitive intelligence in 2022,  why it's important to roll up the sleeves and get into direct deal support, and how to build trust in CI across the org. Listen to past episodes of the Masters Series and check out more compete content on the Compete Network.And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.To subscribe, visit https://klue.com/newsletterHost: Adam McQueenProducer: Ben RonaldAudio Editing: Josh KilnerAbout 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 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 Jennifer Roberts, Senior Manager, G2M Strategy at ServiceTitan to share how she's earned and kept a strategic seat at the table for her competitive enablement programs throughout her career. Check out the brand new Compete Network to find the industry's best competitive content all in one place.Timestamps:(02:53) - Getting executive visibility into your compete program(06:24) - Taking care of your primary stakeholder before broadening your efforts(11:18) - Measuring success in a competitive enablement role. (13:49) - The pros and cons of using adoption metrics (17:33) -  Starting with a small pilot group to measure your compete efforts(21:46) - The next steps after laying the foundation of your compete program(26:24) - Why Jennifer swears by win-loss programs(35:37) - Presenting recommendations to execs(39:01) - Jennifer's advice to her younger-self Host: Adam McQueenProducer: 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 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.

On this Klue Original podcast,  Slack's Senior Product Marketing Manager Clara Smyth interviews the best competitive professionals in the business to discover how they got from where they started to where they are today.  Subscribe and follow Back Office to Boardroom on Spotify, Apple Podcasts or wherever you get your podcasts. And check out more great podcasts like this on the Compete Network. Host: Clara Smyth Guest: Alysse Nockels, Sr. Director, Head of Competitive Intelligence at ElasticAbout the Compete NetworkThe 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 community.Learn from the best in the industry, connect with other competitive professionals, and share your own experiences with the community. It all happens on the Compete Network.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 Senior Market Intelligence Manager at Postscript Mindy Regnell for this month's edition of the Competitive Enablement Show LIVE. In this episode, Mindy shares her best practices on how she tiers and prioritizes competitors in a competitive market. Check out the brand new Compete Network to find the industry's best competitive content all in one place. Host: Adam McQueenProducer: Ben Ronald Timestamps:(0:00) - Introducing the Compete Network(7:43) - First step in prioritizing competitors(14:29) - Getting internal alignment on prioritization(18:10) - How often you should prioritize competitors(23:02) - Cleaning up your CRM data(29:22) - Saying 'no' diplomatically(35:18) - Organizing competitors into buckets(38:26) - Mindy's theory on battlecards(41:11) - Allocating compete resources to the right competitors(48:35) - Setting tiger teams up for success(54:43) - Dealing with lower-tier competitorsAbout 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 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 Brock Everett,  Competitive Intelligence Ambassador at Shopify, to talk about building competitive content sales reps love based on his experience moving from a sales role to competitive intelligence.  Check out the brand new Compete Network to find the industry's best competitive content all in one place.Don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.To subscribe, visit https://klue.com/newsletterHost: Adam McQueenProducer: Ben Ronald Timestamps:(02:44) - Why Brock made the move to CI from Sales(05:09) - Why sales professionals make good CI professionals(08:03) - Brock's biggest surprise after moving into CI(11:01) - What's wrong with competitive content today(16:05) - Handling objections in sales(20:06) - Tackling battlecards(25:29) - The power of a boomerang story(29:39) - How Brock's perception of CI has changed since starting in his roleAbout 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 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.