Posts by Edward Allison
COVID-19 and Competitive Intelligence
The post-COVID-19 future will be more competitive. COVID-19… What times in which we live. :/ Before I continue with this blog post, I want to say that I hope you are and your family is safe, happy, and healthy. We should be all thankful if you’re reading this that hopefully do you have remained intact during…
Read MoreThe Difference Between Positioning and Competitive Positioning
And where do our positioning and competitiveness come from? If you’ve worked in marketing or sales teams you’ve probably been asked to participate in positioning discussion sessions or messaging workshops. And sometimes people tie in competitiveness to that set of techniques. So where do our positioning and competitiveness come from? Positioning comes largely from Michael Porter…
Read MoreLinking Battle Cards to Revenue
Ideas for helping your sales team create systems that can link battle cards to revenue. Battle cards can come in many forms. They can be single page cheat sheets or multi-page sales guides. Each application should have one thing in common: they are fit for purpose. But instead of creating battle cards ad hoc on…
Read MoreTrends in Competitive Intelligence Driving Change
A look back at some past and present drivers of competitive intelligence practices. Salesforce’s third edition of their State of Sales report tells us that ‘66% of high performing sales teams believe that AI will transform or substantially impact opportunity insights including competitor involvement within five years’. But even though CI today is included in…
Read MoreCI and Adoption of Sales Enablement Tech
How does competitive intelligence feed into the most popular sales technologies? Artificial Intelligence is predicted to be the most adopted sales technology over the next two years and promises to help sales professionals use data to understand their customers and be better prepared. A typical large organisation can spend around $3,143 per rep/annually on sales…
Read MoreTwo Competitive Intelligence Events to Attend in May
A roundup of two events we’ll be attending next month. There is no shortage of events and conferences in the realm of competitive intelligence. Two we’ll be attending next week are Competitive & Market Intelligence Luxembourg and SCIP International. Here’s a short roundup of each and what you can expect from them. Competitive & Market…
Read MoreWin Deals Faster with Dynamic Comparison
Feature focus: CompeteIQ’s comparison feature. In any sales situation, there’s likely nothing more foreboding than the comparison phase. The moment we’re pinned against our competition, and we have to make sure we come out on top. Being ill-prepared means sending yourself into a pretty gloomy situation. We built CompeteIQ because we envisaged a day when…
Read MoreProving Competitive Intelligence ROI
How do you prove the value of your company’s competitive intelligence program? If you’re like many analysts and CI managers, you most likely fall under one of the following categories: And maybe you can’t answer these questions: Professionals have been trying to uncover the value for decades, one of the first published guides on proving CI…
Read MoreIndustry Competition: Look Outside of your Own
It’s risky to box yourself into your own industry when others outside of it are solving customer problems in a different way. You might be familiar with the traditional definition of an ‘industry’ as something like, “a specific branch of manufacture and trade.” For many applications, this perspective is perfectly adequate. But for the purposes…
Read MoreSales Enablement: Battle Cards Vs Battle Systems
We discuss the limitations with conventional battle cards and why you should build battle systems. Battle cards are what we all turn to in a competitive situation. They help us to anticipate talking points and counter any concerns and objections. They’re our golden tickets. Battle cards are a great thing to have at the ready…
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