Klue Compete
The Competitive Enablement Platform
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Smart competitive intelligence is more relevant than ever, but most of the time it’s hobbled by a clunky, outdated workflow. What’s worth highlighting—to C-Suiters who may question its relevance—is that a well-integrated CI program adds value throughout the organization. From onboarding to customer success, CI isn’t just for the big pitch anymore! It’s easy to get an agile CI workflow in place quickly and with a minimal upfront investment of resources. Here are three ways a smart competitive intelligence program can support business objectives across the organization.
Integrate CI into sales training assets and processes on day one. Make it easy by finding a way to work with tools that sales reps already know and use, like Salesforce and Slack. Things like competitive sets, sales battlecards and win-loss intel should be available quickly and instantly. Information sticks better when it’s attached to a narrative, so offering the complete competitive overview as a living document during onboarding (and all the time, really) increases the speed with which new reps become familiar with the data. It also makes you look good and builds trust. And if you have a way to easily capture any intel they have to share, even better. Get them engaged right away, contributing to the dialogue and the team objectives.
You have ample time with a prospect to make the sale. This wringing of the hands over how to get more face-time with prospects is just a lot of noise from reps who aren’t adding value. Multiple calls, an online demo, maybe an in-person pitch: two to three hours to ask a ton of questions and match your solution to their problem.
So, everything you say from first point of contact to the final pitch should be framed within the context of their needs. Telling a story that they can connect to is what gets you their trust. It has to be organic and it has to be honest. Anecdotal intel dropped into the narrative along the way shows that you’re not wasting their time and that you know your stuff.
Where do they go, those lost customers? Why do they leave? The short answer is this: it’s not them, it’s you. They left because you did not deliver. Whether in a small way or a spectacular way, you dropped the ball and left room for a competitor to woo them away. That wouldn’t happen if your win-loss program caught gaps in the implementation and servicing process. And imagine what your customer success team could do with instant access to intel of relevant competitors—they’d have unique insight into what may be going on outside of your solution scope and they’d be better prepared to save any accounts heading out the door.
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If your competitive intel game is too strong for automation, too pure for data privacy, and too rebellious for accuracy — then Klue AI is probably not for you.
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