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.
Key Moments
(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!
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