CIQ Blog
Importance of Rapid Response Processes
The Importance of Rapid Response Processes is tackling CI through a series of levels addresses the “problems” of scalability. There usually has to be more scaling in CI because there are ever expanding products and services being offered to ever expanding customer needs. One of the primary elements that should be tackled is how to…
Read MoreCompetitive Teams
Ed promotes that his success has largely been the result of the leadership of specific teams. In the center of an organization are project leads, who are directly responsible for the success or failure of the program. This is a lot of pressure, but the other parts of the team are also important parts of…
Read MoreCompetitive Selling. The art of comparison.
It’s a common scenario: a salesperson is making a pitch to a potential customer. The customer has heard all about why this product is the greatest thing around and how it will solve all of her company’s problems. The salesperson sits back, thinking that he has just closed the deal. But what is going on…
Read MoreCreating competitive battle cards
Effective battle card design is all about finding the right battle card for the right person at the right time. There are many different parts and many different people involved in sale, from internal and technical sales to account managers and customer support. For this reason, a battle card has to be many things to…
Read More10 Steps to creating a new CI program
The real challenge in building an effective CI program is not in the intelligence itself, but the structure and organization of the program. Many people make the mistake of starting with a focus on their intelligence gathering and analysis projects, rather than on addressing how the program is going to run. Check out the CompeteIQ…
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…
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