Tip more deals in less time (and three ways to do it) | Competitive Enablement Report Template

3 Ways to Support Sales Win More Deals (in Less Time)

Deals are won and lost in the margins. Some deals you never really had a shot at winning. But for the ones you do, it’s better sales and competitive enablement that make the difference.

We’re bringing together three expert enablers for next week’s Competitive Enablement Show LIVE to tell us how it’s done. 

For Tara Scott three factors always come into play:

• Empathy: for your prospects, your clients and your sales reps. This is one of Maggie Bean‘s biggest pieces of advice as well
• Differentiation: deeply understand which differentiators your prospects will want to pay for
• Humility: you don’t have to pretend like you have all the answers all the time. Be honest about where you lack expertise and where you need support. 

As for our other special guest at CE LIVE, Eric Holland, says there should only be one thing on your mind when enabling reps.

“Be relentless in the pursuit of answering one question “what is our competition doing to impact the confidence of our reps.”

Close Your Competitive Revenue Gap in Four Steps

Problem: You are losing winnable deals to your competitors.

Solution: Enable your reps with the tools they need to tip those winnable deals

Four steps to get you there:

• 📏 Calculate your competitive revenue gap 
• 🔎 Assess the maturity of your competitive enablement program
• 👷 Improve your compete content
• 🃏 Refresh and rollout your new content

You don’t have to do it all on your own. We built a customizable template for you to:

Build an ironclad case to improve sales efficiency with competitive enablement — and get that all important leadership buy-in to your program.  

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👭Coffee & Compete Community Corner 👬

It’s the most wonderful time of the year™️ for competitive intelligence folks.

SCIP IntelliCon is taking place in beautiful, sunny (and outrageously warm) Scottsdale, AZ. 

The Klue Crew will be on the ground — so make sure to swing by the Klue booth and say hey. 

And while you’re at it, keep an eye out for these friends of the Competitive Enablement Show and Coffee & Compete Readers

👇

Thanks for reading this week’s edition of Coffee & Compete. As always, please reach out to me and the rest of the team with your thoughts and feedback.  And If you know someone who isn’t already subscribed to Coffee & Compete, be a good friend and tell them about us.

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