Posts by Ed Allison
Two 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…
Read MoreCompeteiQ: Guide Sales with the Right Information
Here’s how to make sure sales have the right information at the right time. You know the old saying about trying to sell ice to Eskimos? While we all know the meaning behind the adage and the lessons should learn from it as a consequence, it still happens all the time. And you may have…
Read MoreWhat is Competitive Intelligence?
Here’s how you can use CI to close doors on the competition. What’s the first thing you do before trying out a new restaurant? Or before booking a holiday? Or (let’s go bigger), buying a new house? If you’re like most of us, you probably do a bit of research. In a recent webinar, MarketMuse…
Read MoreSales Enablement & Efficiency: End the Hunt
Why it’s essential to create a culture of competitive guidance for sales teams to succeed. Today, it’s more important than ever for business leaders to do everything they can to empower their sales teams. A salesperson that feels invincible will win more deals. Yet too often, we are met with scenarios like this one: The…
Read MoreBusiness Maturity: What Can You Learn from Domino’s?
What can Domino’s Pizza teach us about our marketing processes and sales enablement techniques? Consider for a moment, if you will, a Domino’s pizza. Those who know them, know that they are continually striving for taste perfection. Domino’s, like many global, franchise-based brand, work hard for a consistently great quality product. Now, consider your marketing…
Read MoreSales Teams Should Power Competitive Intelligence
With sales teams on the front lines, they should be empowered to gather competitive intelligence. It’s easy to see how salespeople can benefit from having useful competitive intelligence (CI). What is not commonly recognized, though, is that CI teams are also more effective when they are closely allied with their sales teams. For instance, salespeople…
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