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Adam is joined by — actually wait — it’s not Adam this time. In this episode, Ben takes a turn in the host chair and talks with Imperva’s Pat Wall about what it takes to increase sales adoption of competitive intel and compete content in an organization.
For a seasoned vet like Pat, he’s picked up more than a few best practices on creating a culture of compete at the organization. That’s why we brought him on to share 12-ish of his tips and best practices with our audience.
(00:06) Intro rambles
(04:00) How Pat’s compete presentations stole the show at SKO
(06:42) Building a culture of compete and increasing adoption
(09:26) Moderating a competitive intelligence Slack channel
(13:21) What comes first: the culture of compete or the compete content?
(15:32) Giving sales what they need before they know they need it
(17:40) What makes a good pricing battlecard?
(20:00) Getting compete content to the right people at the right time
(23:59) What to do when good content isn’t being used
(27:34) Getting short-term wins while building a longterm culture of compete
(29:38) The importance of executive buy-in to your compete program
(31:01) Rapid Fire!
Welcome to the Competitive Enablement Show. On this podcast, host Adam McQueen is joined by experts in the competitive intelligence industry to talk about innovative strategy, tangible advice and tactics that work, and building a competitive program that impacts the bottom line.
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