Shows
Coffee & CompeteThe Ultimate Win-Loss Guide w/ Ryan SorleyRyan Sorley is releasing a book! So we had him on to talk about it. And a whole lot more than just that – he shares his expertise in the Win-Loss space and he shares some secrets about what's in store for his book launch... 👀Join the waitlist for Ryan Sorley's new book 'Blindspots: The Ultimate Guide to Building a Better Win-Loss Program': https://web.klue.com/blindspotsRegister for Win-Loss workshops with Ryan in Boston and London: https://web.klue.com/blindspotsCheck out more compete content in the Compete Community: https://community.theco...
2025-03-2125 min
Coffee & CompeteScaling Up Win-Loss Data Collection with Surveys w/ Kevin McLeanAdding surveys to your Win-Loss program will unlock an entire treasure trove of intel you'd otherwise miss. It's a quicker and more efficient way of getting a maximum amount of responses, and Kevin McLean has been the one at Klue driving the ship when it comes to enabling our customers to send more surveys.Join the waitlist for Ryan Sorley's new book 'Blindspots: The Ultimate Guide to Building a Better Win-Loss Program': https://web.klue.com/blindspotsRegister for Win-Loss workshops with Ryan in Boston and London: https://web.klue.com/blindspotsCheck...
2025-03-1423 min
Coffee & CompetePOWER HALF HOUR: How to Recruit and Conduct Win-Loss Interviews w/ Jen Doyle & Aldona DyeThis is from our monthly community sessions in The Compete Network where we sit down with Product Marketers and Comete pros to learn tactical lessons quick and fast and quick and.... fast. No wasted time, questions from the community members, all about one topic - it's a power half hour.Join the waitlist for Ryan Sorley's new book 'Blindspots: The Ultimate Guide to Building a Better Win-Loss Program': https://web.klue.com/blindspotsRegister for Win-Loss workshops with Ryan in Boston and London: https://web.klue.com/blindspotsCheck out more compete content...
2025-03-1230 min
Coffee & CompeteTurning Win-Loss Insights Into Action w/ Valerio Bonaldo, Director of Product Marketing @ SeismicYou've run your Win-Loss program, you've added surveys, you've got your results... now what? Valerie Bonaldo, Director of Product Marketing at Seismic, takes us through how her grade A program enables the entire organization from seller to executive with the insights gained from their Win-Loss analysis.Join the waitlist for Ryan Sorley's new book 'Blindspots: The Ultimate Guide to Building a Better Win-Loss Program': https://web.klue.com/blindspotsRegister for Win-Loss workshops with Ryan in Boston and London: https://web.klue.com/blindspotsCheck out more compete content in the Compete Community...
2025-03-0728 min
Coffee & CompeteHow to Conduct Win-Loss Interviews with Sellers w/ Dan Hamilton, VP of Competitive Strategy @ SalesforceWin-Loss analysis isn't just with buyers – while it is buyer intelligence at the end of the day, your sellers are a major part of the sales process that can't be dismissed. Interviewing your sellers paints the ENTIRE picture of the deal. And nobody knows this better than Dan Hamilton, VP of Corporate Strategy at Salesforce. They've built an incredible Win-Loss program and have been interviewing sellers for years... because they have so many sellers and they know how valuable it is.Register for Klue Quarterly: klue.com/klue-quarterlyTIMESTAMPS:(00:00) Dan Hamilton is on th...
2025-02-2125 min
Coffee & CompeteWhen Burger King Beat McDonald's w/ Jason OakleyWe wanted to talk about competitive marketing examples, and there's nobody who can pull ANY marketing example better than Jason Oakley. Hunter isn't here, so Adam and Jason cover PostHog's 'Why Us' page and why it builds trust and brand reputation, and Adam takes us through how the King took down the arches in a crazy marketing stunt that gave you a Whopper for the lowest possible price.Sign up for Jason's newsletter: https://productivepmm.com/newsletterRegister for Klue Quarterly: klue.com/klue-quarterlyTIMESTAMPS:(00:00) - Jason Oakley is on the...
2025-02-1432 min
Coffee & CompeteHow to Conduct Win-Loss Interviews with Buyers w/ Andre CsapoIt's time to start interviewing your buyers to get the TRUTH about your wins and losses, straight from the horse's mouth. And who better to take us through this than Klue's very own Andre Csapo. He's been running interviews for years, and he knows a thing or two about how to prep for your interview, probing for deeper insights and what to do as a beginner in Win-Loss.Register for Klue Quarterly: klue.com/klue-quarterlyContribute to the industry's largest win-loss report: https://9g7jis37w8y.typeform.com/to/j8KhjJdt?TIMESTAMPS:
2025-02-0720 min
Coffee & CompeteHow AI Companies are Competing & Responding to Competitor Releases w/ Sarathy NaickerAI companies are killing it... but are they killing their profits? We dive into how OpenAI, Google, Antrhopic and other companies are competing themselves into a zero profit margin business model. How will these companies stay competitive? We asked Klue's CTO, Sarathy Naicker and he had some stuff to say...Register for Compete Week: https://klue.com/compete-weekTIMESTAMPS:(00:00:00) Introducing Sarathy Naicker(00:01:56) The Competitive Dynamics of AI Companies(00:03:43) The Importance of Data and Market Breadth(00:10:19) The Role of Brand in AI Competition(00:18:07) Compete Week and...
2024-09-2027 min
Coffee & Compete#100 - Klue vs. ChatGPT | Hunter SonesClickbait title? Nope. We pitted ChatGPT against Klue AI to build battlecards and things got… interesting. In this episode, Hunter Sones, Competitive Enablement Services Consultant at Klue, shares his findings after creating battlecards with ChatGPT, and how Klue’s sales team reacted after he sent them the results.TIMESTAMPS:(00:00:00) Introduction(00:00:45) The experiment: putting ChatGPT vs. Klue(00:02:38) How well did ChatGPT build battlecards?(00:04:12) How do you build a competitive battlecard in ChatGPT?(00:05:20) The insights from a ChatGPT battlecard(00:06:00) The challenges with building battlecards in ChatGPT(0...
2024-03-0820 min
Coffee & Compete#94 - Unlocking the Right Mechanisms for Sales Enablement | Max Weinstein, SophosAdam is joined by Sophos VP of Market Intelligence Max Weinstein to talk about successful strategies for sales enablement. The two dive deep into Max's three biggest tips for sales enablement, why building a strong relationship with product marketing is essential, and the balance between giving too much context versus not enough. Don't miss your chance to save a seat for the BIGGEST compete event of the year at Compete Week 2022. See more info and the full lineup of speakers at https://klue.com/compete-weekAnd don't forget to sign up for our weekly Coffee...
2023-10-0526 min
Coffee & Compete#93 - Think Like a Rep | Jessica Davis, HubSpotAdam is joined by HubSpot's Competitive Intelligence Manager Jessica Davis to learn how she gets into the heads of her sales reps to create sales content to win more deals. Jess shares why it's essential to deliver content in a format your reps are familiar with and to promote it far and wide. We're also excited to announce that Jess will be a speaker at this year's Compete Week!Don't miss your chance to save a seat for the BIGGEST compete event of the year at Compete Week 2023. See more info and the full lineup of speakers...
2023-09-2833 min
Coffee & Compete#92 - Ask Us Anything | Gal Toren, JFrog & Dylan D'Urso, AutoDesk (CE LIVE)In this reimagined edition of Competitive Enablement LIVE, we’ve enlisted 'seasoned and well-vetted Compete pros’ (their words, not ours) Gal Toren, Competitive Intelligence Team Lead at JFrog and Dylan D’Urso, Competitive Intelligence Manager at Autodesk, to answer your burning yet anonymously-submitted Compete questions on air.Don't miss your chance to save a seat for the BIGGEST compete event of the year at Compete Week 2022. See more info and the full lineup of speakers at https://klue.com/compete-weekAnd don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose o...
2023-09-1345 min
Coffee & Compete#91 - Competing with GenAI as Your Co-Pilot | Brandon BedfordAdam is joined by Klue's Competitive Enablement Manager Brandon Bedford to talk about how GenAI has impacted the world of compete. From instant article summarization to improved product feature-functions, to companies penetrating new categories altogether, A LOT has happened in a few short months on the AI front. We brought Brandon in to talk about where it's at today and where he thinks we're headed.If you're looking to level up your competitive intel sharing, download our Competitive Intel Newsletter Guide & Template. A free modifiable slide deck with best practices, the ultimate template, and advice from the bes...
2023-09-0733 min
Coffee & Compete#90 - Building a Brand Through Your Competitive Intel Newsletter | Penny MoranAdam is joined by Penny Moran, the Head of Competitive Intelligence at Zuora, in the final episode of our three-part series on competitive intel newsletters. Penny shares why she believes competitive intel newsletters are a key element in branding your compete program, how it can be a tool to help draw attention to your program beyond your immediate stakeholders, and how she tailors her newsletter to different audiences. Get more expert tips on building a competitive intel newsletter with our Competitive Intel Newsletter Guide & Template. A downloadable slide deck with best practices, the ultimate template, and advice f...
2023-08-3121 min
Coffee & Compete#89 - Continuing the Saga in Your Competitive Intel Newsletter | James Raffield, DruvaAdam is joined by James Raffield, Director of Competitive Intelligence at Druva to learn how he serves different audiences with his Competitive Intel Newsletter. James shares how he engages and inspires his audiences, how he chooses what intel to include in his newsletter and how he writes the all-important 'how it matters' section of his newsletter.Get more expert tips on building a competitive intel newsletter with our Competitive Intel Newsletter Guide & Template. A downloadable slide deck with best practices, the ultimate template, and advice from the best compete pros in the business.And don't f...
2023-08-2433 min
Coffee & Compete#88 - Writing a Killer Competitive Intel Newsletter | Matt Tyrer, Competitive CornerAdam is joined by Matt Tyrer, the founder of The Competitive Corner, a consultancy specializing in data protection, cloud and cyber security, and the former head of competitive intelligence at Commvault. The two chat about Matt's biggest tips for writing a competitive intel newsletter, how to make sure you're including intel and insights that'll keep executives coming back for more, and how to keep revenue leaders engaged with your newsletter. Get more expert tips on building a competitive intel newsletter with our Competitive Intel Newsletter Guide & Template. A downloadable slide deck with best practices, the ultimate template, a...
2023-08-1825 min
Coffee & Compete#87 - Breeding Competitive Friction for Growth | Derek & Arik Johnson, Aurora WDCAdam is joined by the Johnson Brothers, Arik and Derek. Both with nearly three decades in the world of compete. Arik is the founder, and Derek is the CEO, of Aurora WDC, a company that serves the needs of intelligence professionals and executives so that they can amplify insights and build a culture of compete. The three dive into how breeding positive internal friction within an organization leads to positive outcomes, why intelligence pros need to think the unthinkable when it comes to strategy, and why listening more than you speak is crucial to success. ...
2023-08-1035 min
Coffee & Compete#85 - The Secret to Using Competitive Intel for Your Product RoadmapAdam is joined by Klue's Growth Product Manager Isabel Gan to peek into the world of leveraging competitive intelligence for your product strategy. Isabel breaks down how three key areas of product strategy where product managers should be using competitive intel, the differences between how a startup, a scaleup and an enterprise company might use competitive intel, and the complex cost-benefit analysis all product managers have to weigh. If you want to dive deeper into the world of product management, you should check out Isabel's show the Product Toolbox. And don't forget to sign up f...
2023-07-2729 min
Coffee & Compete#84 - Sales Reps Are Like Puppies | Pat Wall, ImpervaAdam is joined by friend of the Show and Imperva's Head of Competitive Intelligence Pat Wall. Pat dives into why enabling your sales team is like training a puppy, how to make intel simple and digestible for your reps, and how his priorities have shifted to focus on customer retention. As much as you'll love listening to this interview, you should really check it out on Klue's YouTube Channel, shot on location in Scottsdale. We post (almost) every episode there, so check it out!And don't forget to sign up for our weekly Coffee & Compete N...
2023-07-2015 min
Coffee & Compete#83 - How to Outcompete the Competition | Mayur Palta, DatabricksAdam is joined by Databricks' AI & Data Solution Architect Mayur Palta to talk about his new book Outcompete: How startups and billion-dollar companies outsmart the competition. Mayur has worked for major tech companies like Adobe, Oracle and AWS in the compete space for more than two decades. He bundled up all his biggest learnings and is sharing them with the world. All proceeds from the book will go to empowering underprivileged children through quality education via Vibha. You can learn more about Vibha here and pick up a copy of Mayur's book here. And don't forget t...
2023-07-1229 min
Coffee & Compete#82 - Tailoring Compete Content to the C-Suite and CSMs | Tracy Berry, FreshworksAdam is joined by the Director of Competitive Intelligence and Communications at Freshworks Tracy Berry. Tracy and Adam dive into what deal support looks like for Tracy's team at Freshworks, how she tailors her compete content to serve customer success managers, and what it takes to get to know the c-suite and what they want from your compete program. As much as you'll love listening to this interview, you should really check it out on Klue's YouTube Channel, shot on location in Scottsdale. We post (almost) every episode there, so check it out!Key...
2023-07-0718 min
Coffee & Compete#81 - Winning as Women in Sales | Jody GeigerJody Geiger is the host of the Winning as Women Podcast on the Compete Network and the Revenue Enablement Coach at Klue. She joined Adam to talk about how revenue enablement professionals can and should be supporting reps amid a tough economy. Jody also gives us a sneak peek at some of the inspiring conversations in Season 2 of Winning as Women launching July 21st on the Compete Network. You can catch up on all eight episodes from season one here. And don't forget to sign up for our weekly Coffee & Compete Newsletter for your w...
2023-06-2928 min
Coffee & Compete#80 - Using AI to Build Win-Loss Programs | Ryan SorleyAdam is joined by the host of Blindspots, founder of DoubleCheck Research and Klue VP of Win-Loss Ryan Sorley to look at how artificial intelligence (AI) can be used to build, design and deploy win-loss programs. From research to transcription synthesizing to leveraging AI tools to help your interview outreach, the whiz of win-loss Ryan Sorley has tactical takeaways for it all. You can dive way deeper into how Ryan sees the future of AI and Win-Loss in his feature presentation at the Winner's Circle event by the Compete Network. Join the Community and get a...
2023-06-2228 min
Coffee & Compete#79 - Teaching Sellers to Fish (Metaphorically) | Tirrah Switzer, Community BrandsAdam and guest Tirrah Switzer, Senior Director of Product Marketing at Community Brands, take a break from all the CI excitement at SCIP IntelliCon 2023 to sit down for a chat on all things compete. They dive into why Tirrah's team focuses on enabling revenue-generating functions and how they do it. The importance of engaging senior leaders early on and why she wishes she had done more of it. The competitive intelligence metrics Tirrah and team swear by — and much more. As much as you'll love listening to this interview, you should really check it out on K...
2023-06-1517 min
Coffee & Compete#78 - Inside the Competitor's Mindset | Professor John Horn, Washington University in St. LouisProfessor John Horn (former McKinsey, author, and professor of economics) joins the show to talk about how companies should be using competitive intelligence insights to better understand the competition. John and Ben talk about why it's a huge mistake for organizations to ignore their competitors, why war gaming is so much more valuable than role-playing, and the strengths and limitations of AI when it comes to competitive intelligence. Get a copy of John's recently published book Inside the Competitors' Mindset here.And don't forget to sign up for our weekly Coffee & Compete Newsletter f...
2023-06-0832 min
Coffee & Compete#77- Avoiding Competitive 'Strategery' | Alysse Nockels, Palo Alto NetworksSenior Director of Competitive Intelligence at Palo Alto Networks Alysse Nockels joins Adam McQueen at SCIP IntelliCon 2023 in sunny Scottsdale. Adam and Alysse dish on the most memorable win of her career, how her compete team's priorities have changed in the last 12 months, and why Alysse says you should never, ever deprioritize tactical support for more longterm strategic thinking. As much as you'll love listening to this interview, you should really check it out on Klue's YouTube Channel, shot on location in Scottsdale. We post (almost) every episode there, so check it out!Timestamps:
2023-06-0127 min
Coffee & Compete#76 - Leading the Horse to Water | Jenn Roberts, ServiceTitanDirector of Marketing Strategy at ServiceTitan Jenn Roberts joins Adam McQueen at SCIP IntelliCon 2023 in sunny Scottsdale. Jenn and Adam dive into how she's built that all-important culture of compete at ServiceTitan, why she sends a monthly letter to the executive team (and why they go crazy for it) and how you have to lead the proverbial horse to water when it comes to competitive enablement.As much as you'll love listening to this interview, you should really check it out on Klue's YouTube Channel, shot on location in Scottsdale. We post (almost) every episode there, so c...
2023-05-2436 min
Coffee & Compete#75 - Chris Orlob: Competitive Selling TechniquesAdam is joined by former Gong Head of Sales Chris Orlob to talk about competitive selling techniques Chris swears by. Chris dives into why you'll lose deals if you wait too long to deploy competitive selling tactics, how to win your unfair share of deals by rigging the deal cycle in your favour, and why you should be looking for weaknesses in your competitor's main strength.Learn more about Chris here. Key Moments:(00:02) Welcome to the Competitive Enablement Show(03:51) Does sales experience make you a better product marketer?(8:24) How t...
2023-05-1739 min
Coffee & Compete#73 - Embedding Compete DNA Across the Organization | Brad Lawless, MovistaProduct Marketing Manager Brad Lawless sits down with host Adam McQueen to talk about how Movista deploys competitive intelligence and competitive enablement at scale in a highly competitive industry. This interview was recorded in beautiful Scottsdale, Arizona during SCIP IntelliCon 2023.Make sure to check out Klue's YouTube channel for the full 4K video of the interview. Timestamps:(00:04) Introduction with Adam and Producer Ben(04:01) Three competitive intelligence takeaways(05:57) The evolution of Movista's compete program(08:01) Closing the competitive revenue gap(10:45) How Movista's market is getting more crowded
2023-05-0432 min
Coffee & Compete#72 - Competing in an Insanely Crowded Market | Chelsea Pula, Amex Global Business TravelSenior Competitive Intelligence Manager at Amex GBT Chelsea Pula joins Adam to talk about her team's process for prioritizing competitors, the steps Chelsea takes to connect and align with cross-functional stakeholders, and how they determine which differentiations to use against different competitors. Don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.To subscribe, visit https://klue.com/newsletterKey Moments:(00:08) Adam and Ben say hello(03:18) Chelsea's three biggest learnings(05:17) Competing in t...
2023-04-2735 min
Coffee & Compete# 71 - Tipping Winnable Deals | Tara Scott & Eric HollandSpecial guest host Brandon Bedford welcomes Tara Scott (Acuity Insights) and Eric Holland (CureMint Inc.) for this month's installment of the Competitive Enablement Show LIVE. This trio of competitive intelligence and competitive enablement superheroes dive into their experience on what it takes to tip winnable deals in your company's favour. Starting with making sure you're spending time in the right deals to begin with (i.e. are they big and winnable enough to justify your time?), Eric and Tara explain the importance of avoiding feature-function face-offs, and how having a full picture of your prospects' pain points se...
2023-04-1959 min
Coffee & Compete#70 - What to Do When You're New to Product Marketing | Maggie Bean, ValidityAdam is joined by Product Marketer and Host of the New to Product Marketing Podcast Maggie Bean to hear Maggie's journey from being a brand new product marketer to podcast host entering her third season! The episode kicks off with three pieces of advice for product marketers that have helped her in her career. Then, Adam and Maggie dive into the importance of having empathy for your end-users, the importance of relationship building (face-to-face) and much more. Season three of New to Product Marketing is proudly brought to you by the Compete Network.C...
2023-04-0633 min
Coffee & Compete#69 - 5 Things the Best Compete Programs All Do | Sophie Baker & Honami KawamuraThe best competitive enablement programs don't have problems with low adoption. But a lot of them did at one point. So we invited two of Klue's most experienced Customer Success Managers to share the best practices they've seen — and preached — first-hand that have led to higher content adoption among their clients. Sophie and Honami talk about the most important areas of focus when building out your compete program, why it's important to get creative and make compete fun, and which stakeholders you should lean on for support in building compete content.Learn more about how to r...
2023-03-3042 min
Coffee & Compete#68 - Four Common Battlecard Mistakes and How to Avoid Them | Sylvia Rayner, Hunter SonesWe analyzed thousands of battlecards to uncover the biggest and most common mistakes. And who better than Competitive Enablement Consultants Sylvia Rayner and Hunter Sones to help diagnose the problem and find the cure? Hunter and Syliva joined Adam for this installment of Competitive Enablement LIVE — our monthly episode where we invite hundreds of members of the compete community to come and ask their questions, join in on the chat, and have a lot of fun. Register for next month's CE LIVE and watch past editions on our website.Read the full deep da...
2023-03-2258 min
Coffee & Compete#67 - BONUS EPISODE! Bouncing Back from #TechLayoffs | Ashleigh EisingerAshleigh Eisinger talks about the fallout from being laid off from HighSpot and shares her best advice for others caught up in #TechLayoffs. Ashleigh reminisces on what those first few days post-layoff were like, what her job hunt was like and who helped her along the way, and shares some good career news. Don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.To subscribe, visit https://klue.com/newsletterTeam:Host: Adam McQueenProducer...
2023-03-1716 min
Coffee & Compete#66 - Engaging Your Salesforce to Increase Adoption | Ashleigh Eisinger, FloQastBuild content in a silo. Blast it out in an email. Wipe your hands clean. Never look at the content again. This is the biggest mistake you can make as a product marketer and compete pro. So how do you avoid it? Â In this week's episode, Adam is joined by FloQast's Competitive and Market Intelligence Manager Ashleigh Eisinger for a deep dive into how she increases compete content adoption with her salesforce and end users. Ashleigh shares the five steps she takes to address low content adoption and the importance of engaging directly with stakeholders a...
2023-03-1638 min
Coffee & Compete#65 - 12-ish Ways to Increase Sales Adoption Across Your Content | Pat Wall, ImpervaAdam 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. Check out our free downloadable win-loss analysis template for...
2023-03-0833 min
Coffee & Compete#64 - Integrating Win-Loss Analysis with Competitive Enablement | Alex Salop, Arbinger InstituteAdam is joined by Alex Salop, Head of Product Marketing at the Arbinger Institute, to talk about his experience integrating win-loss analysis insights into his competitive enablement programs. From enabling his sales teams with better battlecards to finding efficiencies in the sales process, including establishing a better qualification process, Alex has seen it all in his 15+ years in the tech industry. Alex has also written a phenomenal article about his win-loss and compete experience that you can view here. Check out our free downloadable win-loss analysis template for executive summaries and be the hero of y...
2023-03-0236 min
Coffee & Compete#63 - The Bumps and Bruises of Building a Win-Loss Program | Peter Mertens, Sprout SocialPeter Mertens' first win-loss analysis presentation didn't hit the mark. It's not that he didn't bring valuable insights to the table. It's that he brought the wrong insights to the table. He joined Adam to talk about that first miss and what he learned from it, why a quantitative win-loss analysis program was the right choice for his needs, and how a win-loss program can be a boon to your career in compete. Peter is the Director of Market Strategy at Sprout Social. Check out our free downloadable win-loss analysis template for executive summaries and be the he...
2023-02-2240 min
Coffee & Compete#62 - Sharing Win-Loss Insights with Execs | Robyn Welfare, Brandon Bedford, CE LIVEIt's the first CE LIVE of the year and it was a beauty! Adam was joined by DoubleCheck Research Director Robyn Welfare and Klue's Competitive Enablement Manager Brandon Bedford to talk best practices for sharing win-loss analysis insights with your executive team. Thanks to everyone who joined the session, participated in the chat, and came on camera to ask their questions! Check out our free downloadable win-loss analysis template for executive summaries and be the hero of your next win-loss presentation. And don't forget to sign up for our weekly Coffee & Compete Newsletter for your w...
2023-02-1657 min
Coffee & Compete#61 - Tirrah Switzer Answers Your Win-Loss Questions | Tirrah Switzer, Community BrandsWin-loss month is here and we've got one of the best to get it going. Tirrah Switzer is the Sr. Director of Product Marketing at Community Brands, newly transplanted West Coaster, dog lover, and compete expert. She joined Adam to answer listener-submitted win-loss questions. Tirrah is famous within Klue's four walls for having built her compete and win-loss programs at the same time. As you'll see in this episode and throughout the rest of the month, compete and win-loss are two peas in a pod. Make sure to check out Fluvio's newly released podcast, hosted b...
2023-02-0932 min
Coffee & Compete#60 - SEASON 3 PREMIERE! Carving out a Competitive GTM Advantage | Devon O'Rourke, FluvioWe are back for Season 3 of the Competitive Enablement Show! In the season premiere, founder and managing partner at Fluvio Devon O'Rourke joined Adam to talk about what it takes to create a winning go-to-market motion. Devon shares why it's a mistake to put the cart (your product) before the horse (your GTM motion), why the best leaders understand that decisions are always a two-way door, and why your leadership team needs to understand the market landscape — especially your position relative to the competition. Key Moments:(00:00) Adam and Ben riff on Devon's interview
2023-02-0234 min
Coffee & CompeteHow to Upskill Reps with Competitive Intel | Compete Week Replay #6DailyPay's Allegra Ingerson spills all the tea on what it takes to enable sales reps past onboarding in the sixth and final installment of our Compete Week Replay. In this session, Allegra dives into what she does on a daily basis to enable her more seasoned reps with competitive intel. Watch the full presentation on YouTube.Watch the live Q&A on YouTube.Pod Listener Survey: https://forms.gle/zJPZ8dsc6uVAPt4p7Check out more great compete content like this on the Compete Network.And don't forget to...
2023-01-3132 minCoffee & CompeteHow to Write a Competitive Intel Newsletter | Compete Week Replay #5Jenny Sung is the Senior Product Marketing Manager at Algolia; she also writes a best-in-class competitive intel newsletter. In this episode of the Compete Week Replay, Jenny takes us through her best practices for how to write, share and maintain a must-read competitive intel newsletter. Watch the full presentation on YouTube.Watch the live Q&A on YouTube.Pod Listener Survey: https://forms.gle/zJPZ8dsc6uVAPt4p7Check out more great compete content like this on the Compete Network.And don't forget to sign up for our weekly...
2023-01-2517 minCoffee & CompeteHow to Present a Competitive Strategy to Your Leadership | Compete Week Replay #4Who's going to be in your boat helping you row towards competitive success? In episode four of your Compete Week Replay series, Imperva's Pat Wall breaks down his best practices for presenting a competitive strategy to your leadership team.Watch the full presentation on YouTube.Listener Survey: https://forms.gle/zJPZ8dsc6uVAPt4p7Check out more great compete content like this on the Compete Network.And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.
2023-01-2417 minCoffee & CompeteKeeping Your Business Invested in Compete | Compete Week Replay #3LeadIQ's Product Marketing Manager Mitch Comstock takes us through the three primary stakeholder groups you need to influence in order to build and keep momentum in your compete program. Watch the full presentation on YouTube.Watch the live Q&A on YoutubePod Listener Survey: https://forms.gle/zJPZ8dsc6uVAPt4p7Check out more great compete content like this on the Compete Network.And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.
2023-01-2016 minCoffee & CompeteAutomation Hacks for Compete Pros | Compete Week Replay #2Workato's Matt Coblentz is the star of episode two of our Compete Week Replay. In this session, Matt takes us through three automation hacks he's developed to help him scale manual tasks — and make his life a whole lot easier. Watch the full presentation on YouTube.Listener Survey: https://forms.gle/zJPZ8dsc6uVAPt4p7Check out more great compete content like this on the Compete Network.And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.
2023-01-1815 minCoffee & CompeteHow to Brief Execs with Competitive Intel | Compete Week Replay #1For the soft launch of season three of the Competitive Enablement Show, we're taking a look back at some of our favourite sessions from Compete Week 2022. To kick us off, Benevity's Growth and Market Intelligence Manager Tara Scott takes us through her best practices for briefing execs with competitive intel. For Tara, it all comes down to three main components: getting an executive sponsor, building market maps (and keeping them up to date), and cultivating relationships with cross-functional partners.Watch Tara's Compete Week presentation on YouTube.Listener Survey: https://forms.gle/zJPZ8dsc6uVAPt4p7
2023-01-1319 min
Coffee & Compete#59 - The Best of Season 2 | 2022 Year in ReviewAdam rings in the New Year with a look back at the very best of Season 2 of the Competitive Enablement Show with clips from some of our favourite interviews of the year as we start to look ahead at Season 3. But we need your help! Please take five minutes and share your feedback through this survey so we can make Season 3 our best one yet. Listener Survey: https://forms.gle/zJPZ8dsc6uVAPt4p7Check out more great compete content like this on the Compete Network.And don't forget to sign up for...
2023-01-0627 min
Coffee & Compete#58 - 5 Things I Learned About Battlecards | Ben Ronald, KlueAdam is joined by Klue Content Producer Ben Ronald to talk about our recently released Competitive Battlecards Video Series. Ben was the project manager for the video series and spent hours talking to experts about what it takes to build a great battlecard. In this episode, Ben walks us through his five biggest learnings, including why less is more, how structure is everything, and why you need to be telling a story and not just making a point. Click here to check out the entire seven-part video series for FREE.  Watch the video version of th...
2022-12-1522 min
Coffee & Compete#57 - 5 Questions with Brian Murray | Partner & COO at Craft VenturesAdam is joined by Brian Murray, Partner and COO at Craft Ventures, to answer five burning questions about what it takes to compete in an uncertain economy. As a founding partner at Craft Ventures, a VC firm that has raised over $2 billion and counts more than 200 companies in their portfolio, Brian has a deep understanding of what it takes to compete and win in both good and bad times. He shares why one of the defining features of successful companies and good board meetings is having the pulse of the competitive landscape and where they sit within it. Brian...
2022-12-0829 min
Coffee & Compete#56 - Pushing Your Compete Program Past Launch | Mitch Comstock, LeadIQIt's hard enough getting your compete program off the ground, let alone building and keeping the momentum going in the face of economic slowdowns, layoffs, and reorgs. LeadIQ's Senior Product Marketing Manager Mitch Comstock knows first-hand the challenges of both building and maintaining a compete program. He joined Adam to talk about the three most important stakeholders you need to connect with to give your compete program the best chances of succeeding. Watch the video version of this and past episodes on Klue's Youtube ChannelCheck out more great compete content like this on the...
2022-11-1732 min
Coffee & Compete#55 - Enabling Veteran Sellers with Competitive Intel | Andy McCotter-Bicknell, Qayam NooraniAdam is joined by two compete pros at the top of their game — at opposite ends of the competitive enablement partnership. ClickUp's Head of Competitive Intelligence Andy McCotter-Bicknell and Klue Strategic Account Executive Qayam "Q" Noorani talk to Adam about what it takes to enable veteran sellers with competitive intel. A lot of compete pros spend their time onboarding and ramping new reps. But amid economic uncertainty, your company is likely not hiring as many reps. Most importantly, those bigger, more competitive deals are more important than ever to close. Listen to Andy and Q break it all...
2022-11-1043 min
Coffee & Compete#54 - Bringing Win-Loss Analysis into Your Compete Program | CE LIVEPaul Senatori (Lyft, Salesforce, Hubspot) and Tirrah Switzer (Community Brands, Accusoft) join special guest host Brandon Bedford for another edition of Competitive Enablement LIVE! These three compete pros dive into what it takes to bring win-loss insights into your compete program. From how many interviews you should conduct (and how often), the pros and cons of working with a third-party vendor, how to carve out budget for a win-loss program, and much more, Paul, Tirrah and Brandon touch on a ton of important points and field questions from the audience. You can catch all past episodes of...
2022-11-031h 00
Coffee & CompeteDistributing Win-Loss Insights Across the Entire Business | Ryan Sorley, Valerie Bonaldo, Derek O'Grady (Winner's Circle Replay)Win-loss analysis. So hot right now. It's an indispensable primary source of competitive intelligence. But intel without insights is meaningless. So how do you glean and distribute insights across your entire company? Forrester's Derek O'Grady, DoubleCheck CEO Ryan Sorley, and Seismic's Valerie Bonaldo join Klue's Brandon Bedford to break it all down. This episode features the full session recorded at the first-ever Winner's Circle event, including the previously unreleased audience Q&A. Watch the entire session and five others from the Winner's Circle on the Compete Network Community Hub.Timestamps:(02:23) Introduction (05:34) Valerie's ad...
2022-10-2747 min
Coffee & Compete#53 - Competing and Winning in a Recession | Kris Hartvigsen & Jason SmithDooly CEO Kris Hartvigsen and Klue CEO Jason Smith join Adam for a deep conversation into what it takes to compete and win in recessionary times. Kris and Jason break down why tying your product's value to ROI, deepening your seller's understanding of prospects and competitors, and clearly differentiating is more important than ever. Watch the video version of this and past episodes on Klue's Youtube ChannelCheck out more great compete content like this on the Compete Network.And don't forget to sign up for our weekly Coffee & Compete Newsletter for your we...
2022-10-2034 min
Coffee & CompeteBuilding a Compete Program Rooted in Reality | Dan Hamilton and Jason Oakley (Winner's Circle Replay)Salesforce VP of Competitive Intelligence Dan Hamilton and Klue's Sr. Director of Product Marketing Jason Oakley sat down for a fireside chat at last month's Winner's Circle event, powered by the Compete Network. They talked about the importance of building a true partnership with sales, how to be agile and flexible when it comes to differentiation, and how being closer to reality on the ground and in the field with customers gives you the evidence you need to bring your findings and competitive recommendations to the boardroom and to your execs.Catch the full session and five o...
2022-10-1438 min
Coffee & Compete#52 - A Practical Guide to Competitive Intelligence | Zena Applebaum, Phil Britton, Alysse NockelsToo much competitive intelligence theory, and not enough practical advice. Adam is joined by Thomson Reuters' Zena Applebaum, Sedulo Group's Phil Britton, and Palo Alto's Alysse Nockels to share their experiences writing their upcoming book: The Practical Guide to Competitive Intelligence.Pre-order your copy of A Practical Guide to Competitive Intelligence here.  Timestamps:(02:10) Authors' inspiration for writing the book(04:12) Who the book was written for(05:40) Why tactical competitive intelligence shouldn't get overlooked(07:35) Authors' favourite chapters(10:13) The best CI stories included in the book(15:03) Best practices for reporting and di...
2022-10-0623 min
Coffee & CompeteKlue at IntelliCon: Masters Series Part VII | Dan Hamilton, Salesforce & Justin Topliff, HighspotAdam is joined by Salesforce's VP of Competitive Intelligence, Dan Hamilton, and Highspot's Compete Lead, Justin Topliff, for the seventh and final episode of the Klue at IntelliCon Masters Series. Two of the biggest names in compete share what competitive professionals need to STOP doing and how to measure your own compete program's success. Listen to past episodes of the Masters Series and check out more compete content on the Compete Network.And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the bu...
2022-09-1524 min
Coffee & CompeteKlue at IntelliCon: Masters Series Part VI | Zaven Gabriel, Pierre HillerAdam is joined by Culture Amp's Senior Manager of Competitive Intelligence Zaven Gabriel and Veeam Software's Sr. Director of Competitive Intelligence Pierre Hiller for the sixth episode in the Klue at IntelliCon Masters Series. Listen as Zaven Gabriel (1:39) shares his best advice for competing pros working at small and large companies. Then, Pierre (7:42) talks about the evolution of compete that he's witnessed in his ten-plus years in the space. Listen to past episodes of the Masters Series and check out more compete content on the Compete Network.And don't forget to sign up for our wee...
2022-09-0823 min
Coffee & Compete#51 - Three Things Competitive Intelligence MUST Do to Support Product Launches | Molly Gallaher BoddyAdam is joined by Molly Gallaher Boddy, the former Senior Competitive Intelligence Manager at Datto, who shares her best practices for supporting product teams and product launches with competitive intelligence. Listen and learn how Molly's main priority is to be a trusted consultant serving her stakeholders' goals and KPIs. Watch the video version of this and past episodes on Klue's Youtube ChannelCheck out more great compete content like this on the Compete Network.And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best c...
2022-09-0145 min
Coffee & Compete#50 - How to Launch a Compete Program in 90 Days | Tracy Berry, FreshworksAdam is joined by Freshworks' Director of Competitive Intelligence & Communication Tracy Berry for the 50th (!!) episode of the Competitive Enablement Show. In this very special episode, Tracy walks Adam through her tried and tested 30-60-90 day roadmap for launching a compete program. Â Watch the video version of this and past episodes on Klue's Youtube ChannelCheck out more great compete content like this on the Compete Network.And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.
2022-08-2548 min
Coffee & Compete#49 - The Secret Ingredients to a Deal-Winning BattlecardAdam is joined by Klue's Competitive Solutions Specialist Hunter Sones for a deep dive into the Know. Say. Show. framework of building battlecards. Hunter explains why having a framework is important, what he sees as some of the biggest gaps in most battlecard content, and why content reliability is so important. Read more about the Know. Say. Show. framework on our bloghttps://klue.com/blog/battlecard-best-practicesCheck out more great compete content like this on the Compete Network.And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in...
2022-08-1814 min
Coffee & CompeteKlue at IntelliCon: Masters Series Part V | Dustin Ray, Cam MackeyAdam is joined by Datto's Director of Competitive Intelligence Dustin Ray and former Executive Director at SCIP Cam Mackey for this fifth episode in the Klue at IntelliCon Masters Series. Listen to Dustin talk about what he sees as the best organizational fit for a compete team, how he measures his team's success, and what kind of session he would lead at next year's IntelliCon if asked (01:12). Then Adam and Cam talk about the changes Cam has seen in competitive intelligence over the past decade, what he would like to see more of, and where he sees the industry...
2022-08-1123 min
Coffee & Compete#48 - Enabling a Culture of Compete | Anthony Fritsch, CoachHubAdam is joined by CoachHub's Global Head of Sales Enablement Anthony Fritsch to talk about his time at Google, what he's doing to enable sales in his current role, and how he breaks down silos across the org. Watch the video version of this and past episodes on Klue's Youtube ChannelCheck out more great compete content like this on the Compete Network.And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.To subscribe, visit https...
2022-08-0438 min
Coffee & Compete#47 - Five Laws of Highly Effective Battlecards | David Washer, KlueAdam is joined by Klue's Director of Data Insights (and resident Battlecard guru) David Washer for this month's edition of the Competitive Enablement Show LIVE. David and Adam walk through five critical rules for building better battlecards. Watch the full session on Youtube. And check out the brand new Compete Network to find the industry's best competitive content all in one place.Timestamps:(00:00) Welcome to Competitive Enablement LIVE(03:38) The most common battlecard mistake(05:42) Two layers of research before building battlecards(08:30) Where you should prioritize your time(10:32) Asking sellers who...
2022-07-281h 00
Coffee & CompeteKlue at IntelliCon: Masters Series Part IV | Erin Pearson, Ashleigh Eisinger, Pat WallAdam is joined by a trio of compete all-stars in this fourth instalment in our Klue at IntelliCon Masters Series. Evalueserve's Erin Pearson shares her take on the most dramatic evolutions in compete programs in recent years (01:10). Highspot's Ashley Eisinger talks about the advice she would give to her younger self starting to build a compete program (09:58). And Imperva's Pat Wall reveals the one thing he wishes compete pros stopped doing (21:28). Listen to past episodes of the Masters Series and check out more compete content on the Compete Network.And don't forget to sign up f...
2022-07-2132 min
Coffee & Compete#46 - Enabling Product with Competitive Intel | Dustin Ray, DattoAdam is joined by Dustin Ray, Director of Competitive Intelligence at Datto to talk about how he enables his product teams in the highly competitive cybersecurity space. The duo dive into how Dustin partners with his product team, the kinds of insights product teams actually need, and why sales engineers are the perfect halfway point between sales and product. Watch the video version of this and past episodes on Klue's Youtube ChannelCheck out more great compete content like this on the Compete Network.And don't forget to sign up for our weekly...
2022-07-1438 min
Coffee & Compete#45 - Competing in Uncertainty | Tim Rhodes and Brandon BedfordIn our first-ever mailbag episode, Adam is joined by Competitive Intelligence consultant Tim Rhodes and Klue's Competitive Enablement Manager Brandon Bedford to answer questions submitted by listeners. Make sure to check out more great compete content like this on the Compete Network.And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.To subscribe, visit https://klue.com/newsletterTimestamps:(03:53) - Competing in recessionary times(09:31) - Competing against legacy competitors(14:10) - Competing against the...
2022-07-0735 min
Coffee & CompeteKlue at IntelliCon: Masters Series Part III | Matt Tyrer and Alex KnapikIn the third part of this seven-part series, Adam talks to Commvault's Head of Competitive Intelligence Matt Tyrer (01:00) and Milestone Systems' Alex Knapik (16:45) about their takes on the state of competitive intelligence in 2022, why it's important to roll up the sleeves and get into direct deal support, and how to build trust in CI across the org. Listen to past episodes of the Masters Series and check out more compete content on the Compete Network.And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive c...
2022-06-3025 min
Coffee & Compete#42 - The Truth About Making Competitive Content Sales Reps Love | Brock Everett, ShopifyAdam is joined by Brock Everett,  Competitive Intelligence Ambassador at Shopify, to talk about building competitive content sales reps love based on his experience moving from a sales role to competitive intelligence.  Check out the brand new Compete Network to find the industry's best competitive content all in one place.Don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.To subscribe, visit https://klue.com/newsletterHost: Adam McQueenProducer: Ben Ronald Tim...
2022-06-0937 min
Coffee & CompeteKlue at IntelliCon: Masters Series Part II | Ryan Sorley and Jason OakleyIn the second part of this seven-part series, Adam talks to DoubleCheck Research CEO Ryan Sorley (01:51) and Klue's Senior Director of Product Marketing Jason Oakley (15:07) at SCIP IntelliCon 2022 in Minneapolis about their biggest career learnings and the most valuable advice they have to share with the competitive enablement and competitive intelligence community. Don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.To subscribe, visit https://klue.com/newsletterHost: Adam McQueenProducer: Ben RonaldAudio Editing: Josh...
2022-06-0729 min
Coffee & Compete#41 - Lessons from a Career in Compete | Mayur Palta, DatabricksAdam is joined by Mayur Palta, Â Competitive Intelligence Leader for Data Management and Win/Loss Program Leader at Databricks, to talk about what's made Mayur successful as a Compete and Sales Engineering pro at massive companies like Oracle, Dell and AWS. They also dive into how Mayur recommends building a competitive intelligence flywheel to strengthen the culture of compete within an organization, and his top three tips for building out a win-loss program. Read Mayur's full LinkedIn article on building a competitive intelligence flywheel here. Don't forget to sign up for our weekly C...
2022-06-0243 min
Coffee & CompeteKlue at IntelliCon: Masters Series Part I | Lisa Goldberg and Nadeem KhanIn the first part of this seven-part series, Adam talks to Ellucian's Lisa Golberg (02:44) and Coca-Cola's Nadeem Khan (14:52) at SCIP IntelliCon 2022 in Minneapolis about their biggest career learnings and the most valuable advice they have to share with the competitive enablement and competitive intelligence community. Don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.To subscribe, visit https://klue.com/newsletterHost: Adam McQueenProducer: Ben Ronald Audio Editing: Josh KilnerAbout Klue:K...
2022-05-3124 min
Coffee & Compete#40 - Cutting Out Competitive Chaos (with a Maturity Model) | Brad Lawless, MovistaAdam is joined by Movista's Sr. Director of Product Marketing Brad Lawless to talk about how the Competitive Enablement Maturity Model has helped him build his compete program up from the ground. In just 5 short months, Brad has implemented reporting, expanded the scope of his role, and hired a new employee along the way. Don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.To subscribe, visit https://klue.com/newsletterHost: Adam McQueenProducer: Ben Ronald T...
2022-05-2649 minCoffee & Compete#39 - Is it Impossible to Move Beyond the Meat Industry? | VERSUSAdam and Ben revisit a 2021 article in which Adam looked at the battle between Beyond Meat and Impossible Foods. But we got it wrong. Actually, Beyond and Impossible aren't competing against each other — they're taking on the entire meat industry. In this episode, we dive back into the battle and look at both companies' go-to-market strategies.Don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.To subscribe, visit https://klue.com/newsletterHost: Adam McQueenProducer: Ben RonaldÂ
2022-05-1934 min
Coffee & Compete#38 - Success-ifying Competitive Enablement | Clara Smyth, Brandon BedfordAdam is joined by Slack's Sr. Product Marketing Manager Clara Smyth and Klue's Competitive Enablement Manager Brandon Bedford for this month's edition of Competitive Enablement LIVE. The trio dive into the reporting and best practices that build the foundation for a successful compete program. Best of all, we hear from friends of the Competitive Enablement like Airtable's Alex McDonnell and Pierre Hiller from Veeam Software as they jump on the mic to share their comments and questions.Timestamps(08:31) Clara's reaction to PMA's State of CE report(11:13) Why CE reporting saved Clara's career(12:57) Where...
2022-05-121h 01
The MarchitectS2 Episode 9: Positioning Your Product to W.I.N. (Highspot, Klue, Gong, 6sense)A good product marketer positions your product to win. A great product marketer positions your product to W.i.N.It’s the role of product marketing leaders to understand and communicate:WHO you are going to win with and who you are going to win against IMPACT you provide through the value you offerNARRATIVE you need to craft internally and externally to convey your valueIn this episode of The Marchitect, Jason Oakley, Senior Director of Product Marketing at Klue and I chatted with three tip-top product marketing leaders:Jam Khan, SVP Pro...
2022-05-0654 minCoffee & Compete#36 - Live(ish) from SCIP IntelliCon 2022 | Part IWe're doing it LIVE(ish) from IntelliCon 2022 in Minneapolis, Minnesota. Adam is joined by some of the absolute best pros in Competitive Enablement and Competitive Intelligence, including Ellucian's Lisa Goldberg, Highspot's Ashleigh Eisinger, Klue's Jason Oakley, DoubleCheck Research's Ryan Sorley, Coca Cola's Nadeem Khan, Commvault's Matt Tyrer, Imperva's Pat Wall, Milestone Systems' Alex Knapik and Evalueserve's Erin Pearson. Adam picks all of their brains on topics like how the profession has evolved in the last ten years, what advice they would give their younger selves, and some of their biggest takeaways from SCIP IntelliCon so far.
2022-04-2821 min
Coffee & Compete#35 - Nailing Your First 90 Days on the Job | Andrew McCotter-Bicknell, ClickUpAdam is joined by ClickUp's Head of Competitive Intelligence Andrew McCotter-Bicknell to talk about Andrew's first 90 days in his role at ClickUp and shares his biggest learnings. Adam and Andrew dive into why consistently publishing content early on in your tenure is a smart move, why not getting enough feedback before creating sales collateral is a bad move, and why the fast-food chicken sandwich wars is one of Andrew's favourite examples of competitive messaging.Don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.
2022-04-1456 min
Coffee & Compete#34 - 5 Rules of Selling Against Your Competitor | David Priemer, Cerebral SellingAdam is joined by best-selling author David Priemer and Enterprise Sales Leader at Klue Alex Cook for this month's edition of Competitive Enablement Live. David dives into his 5 Tips for Selling Against Your Competition in competitive deals, with real-life examples from Alex shared throughout the conversation.Subscribe to our weekly Coffee & Compete newsletter to find out how you can participate in next month's Competitive Enablement Show LIVE. (00:00) Welcome to Competitive Enablement Live(07:46) Inspiration and Empathy in Selling(13:46) Handling Objections and Rejections(18:21) Asking Questions to Reveal Competitive Intelligence(24:08) Bashing Your Competitors(30:39) I...
2022-04-071h 03
Coffee & Compete#33 - From Rumors to Rollout: The Lifecycle of a Competitive Claim | Mindy Regnell, PostscriptAdam is joined by Postscript's Sr. Market Intelligence Manager Mindy Regnell to dive into crafting, reviewing, protecting and rolling out claims against your competitors. Mindy shares her best practices for documentation, why it's important to ask 'is it worth it?' at every point in the competitor claim lifecycle, and talks about some amazing examples from her career. Don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.To subscribe, visit https://go.klue.com/newsletter-subscribeWatch Mindy's Wynter Games...
2022-04-0158 minCoffee & Compete#32 - Why HBO Max Will Dominate Netflix within 10 Years | VERSUSAdam is joined by Klue's Content Writer, and Producer of this podcast, Ben Ronald to dive into this month's edition of VERSUS in HBO VERSUS Netflix. Ben lays down his argument for why HBO's brand identity of producing consistently outstanding content, combined with HBO Max's growing library of content, will propel HBO's streaming service into top spot ahead of Netflix within the decade. Make sure to sign up for or our weekly Coffee & Compete Newsletter to be the first to read the written version of HBO VERSUS Netflix. To subscribe, visit https://go.klue.com/newsletter-subscribe
2022-03-2434 min
Coffee & Compete#31 - Giving 5000 Sellers What They Need to Win | Ben Scheerer and Pete Codevilla, Red HatAdam is joined by Red Hat's dynamic competitive enablement duo Ben Scheerer and Pete Codevilla to talk about how they enable a sales team of more than 5000 sellers across the globe at the enterprise level. They dive into the importance of providing the right competitive content at the right time to the right people, how measuring usage and adoption metrics lets them build better content, and how to build the best battlecard setup.Timestamps:(02:06) - Enabling a salesforce of thousands (11:41) - Establishing different differentiators for different personas(13:36) - Enabling new sellers with essential...
2022-03-1744 min
Coffee & Compete#30 - Competing as a Market Leader | Tara Scott, BenevityAdam is joined by Benevity's manager of growth and market intelligence Tara Scott to discuss the opportunities and challenges of competing as a market leader. Tara talks about their journey from earning dual English Lit degrees to becoming a product marketer and landing in their current role in charge of competitive at Benevity — the market leader in Corporate Purpose Software. Timestamps:(01:36) - Tara's career journey from English Lit. to Competitive Enablement(08:46) - Tara's advice to Competitive Experts everywhere(13:15) - Why enabling sales first is a winning strategy(16:35) - Building, scaling and managing ex...
2022-03-1141 min
Coffee & Compete#29 - Building Comparison Pages That Crush Your Competitors | Federico Jorge, Stack AgainstAdam is joined by Federico Jorge, founder at Stack Against, for this month's installment of Competitive Enablement LIVE! Federico and Adam dive into what makes for a killer comparison page that sets your company apart from the competition. They answer questions from the audience about the dos and donts of a comparison page and even walk through two real-life examples of pages built by Federico. (Links to the comparison pages below). Don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.To...
2022-03-0456 minCoffee & Compete#28 - How Apple Stole the Smartphone Crown | VERSUSOn January 8th, 2022 BlackBerry closed its phone service for good. Meanwhile, during that time Apple has emerged as the smartphone market leader within North America, generating just under $39 billion in 2021 on iPhone sales alone.So, how the heck did Blackberry rise and fall as the pre-eminent smartphone in a blink of an eye, and what did Apple do to erase their biggest competitor? Don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.To...
2022-02-2536 min
Coffee & Compete#27 - Differentiating in the Cyber Security Space | Pat Wall, ImpervaAdam is joined by Imperva's Head of Competitive Intelligence Pat Wall to talk about how to compete and differentiate in the ultra-competitive cyber security space. Pat and Adam dive into what makes or breaks a deal in the scorching hot cyber security industry. Pat's take on why mud-slinging is the wrong sales tactic. The importance of partnering with sales. How Pat enables his HR and Marketing teams with competitive intelligenceAnd much more.Don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content i...
2022-02-1729 min
Coffee & Compete#26 - Is Sales Confidence THE Critical Metric for your Competitive Program? | Brandon Bedford, KlueAdam is joined by Klue's own Competitive Enablement Manager Brandon Bedford in the first installment of our new series, Brandon Builds a Competitive Enablement Program. In this episode, Brandon shares his take on the importance of building a Seller Confidence Survey and how he designed the internal survey he sent to Klue's Sellers. Brandon and Adam dive into:Why seller confidence might be the most important metric for a competitive programThe most important questions to ask and how to ask themEarly results from Klue's own seller confidence surveyAnd what Brandon plans on doing with th...
2022-02-1029 minCoffee & Compete#25 - Closing the Deal: How PMMs and Sellers Can Partner to Knock Out Competitors | Mitch Comstock, LeadIQ & Qayam Noorani, KlueAdam is joined by Product Marketing Manager at LeadIQ Mitch Comstock, Account Executive at Klue Qayam Noorani, and hundreds of other guests for our second-ever Competitive Enablement Show LIVE! Mitch and Q answer questions from the audience on topics like:How product managers and sellers can work together to crush the competition, Where to find the best competitive intel to win more deals,And what makes for a compelling competitive newsletter. Subscribe to our weekly Coffee & Compete newsletter to find out how you can participate in next month's Competitive Enablement Show LIVE. Host: Ada...
2022-02-0454 min
Coffee & Compete#24 - The Secret to Establishing Competitive Enablement at the Enterprise Level | Chris Agnoli, Juniper NetworksAdam is joined by Chris Agnoli, Competitive Enablement Lead at Juniper Networks, to talk about what it's like to create a highly successful competitive enablement program — from scratch — at the enterprise level. Chris is a true pioneer in the world of Competitive Enablement. Hear Chris and Adam dive into:The differences between the old way of doing competitive intelligence and why competitive enablement is the wave of the future.Why it took 7+ months for Chris to get his Competitive program up and running.The key steps he took to make Juniper's Competitive Enablement program what it is to...
2022-01-2730 minCoffee & Compete#23 - The Battle for Electric Vehicle Supremacy | VERSUSWe're kicking off Season 2 of the Competitive Enablement Show with a bang (or a bolt). Every month, we're going to be taking a look at some of the fiercest competitions between iconic brands. For this month's instalment of Klue's VERSUS Series, we dive into how Tesla is losing ground to carmakers like Volkswagen in the battle for electric vehicle supremacy. Host Adam McQueen is joined by Klue's Content Writer (and producer of this podcast) Ben Ronald to learn more about the research he did for this edition of the Versus Series. Adam and Ben dig...
2022-01-2130 min
Coffee & Compete#21 - Putting Intel into Action: Enabling Sales with Winning Competitive Strategies | Alex McDonnell, AirtableAdam is joined by Alex McDonnell, Market and Competitive Intelligence Lead at Airtable, to dive into Alex's journey as a competitive expert throughout his career. Prior to his time at Airtable, Alex built the competitive program at InVision from the ground up, spent several years at Eigenworks leading win/loss research for clients in the B2B space, and has now recently launched a course called Competitive Intelligence Certified with our friends over at the Product Marketing Alliance. Learn more about how you can get CI Certified hereAdam asks Alex about his...
2021-12-1050 min
Coffee & Compete#20 - Nailing Your Next Win-Loss Interview | Ryan Sorley, CEO, DoubleCheckWe're doing it live! Adam is joined by Ryan Sorley, Founder and CEO at DoubleCheck Research.  This episode was recorded as part of our first-ever Competitive Enablement Show live AMA on how to make sure you're nailing your next win-loss interview and seting your win-loss program up for success. Thanks to some excellent questions from the audience, Adam and Ryan dive into:What makes for a successful win-loss program and how to avoid some common pitfallsThe tone you should set for your interviews and the important prep work you can do beforehandThe ro...
2021-12-0352 min
Coffee & Compete#19 - Why Your Customers are Churning and What You Can Do About It | Natasha Narayan, CEO, IcebergIQAdam is joined by Natasha Narayan, CEO & Co-Founder at IcebergIQ, for the first-ever in-person recording of the Competitive Enablement Show from Klue's downtown Vancouver office! IcebergIQ is a consultancy that helps B2B software companies learn and improve their Go-To-Market strategies through candid conversations with their customers and prospects, like churn analysis and win-loss interviews. She chats with Adam about what makes churn analysis so valuable, some of the differences between win-loss analysis and churn analysis, the importance of leadership alignment, and how one bad customer experience can sour the relationship forever. ...
2021-11-2532 min
Coffee & Compete#18 - Building a Competitive Intelligence Newsletter People Actually Want to Read | Nick Larson, BananatagAdam McQueen is joined by Nick Larson, Product Marketing Manager at Bananatag (soon to be Staffbase), and Brandon Bedford, Account Executive at Klue, to share their expertise on building a competitive intel newsletter that people actually want to read. They take Adam through their best advice for getting your competitive newsletter off the ground, why knowing your audience is everything, what kind of newsletter content resonates most, and how to have a little fun along the way. Timestamps:00:04:09 | How competitive newsletters compare to other sales collateral 00:13:12 | The importance of a single source...
2021-11-1245 minCoffee & Compete#13 - The Intelligent Path to Revenue | Udi Ledergor, Gong & Jason Smith, Klue | The Marchitect PodcastIn this episode of The Marchitect podcast, Udi Ledergor, CMO at Gong, and Jason Smith, CEO at Klue, share their approaches to interlocking sales and product marketing.They also get into how to build organizational alignment from the top-down, why product marketing must work with sales in order to create the best messaging for them, and Udi's aspirations to become a magician!Host: Adam McQueenProduction: Grayson OttenbreitCheck out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. A...
2021-09-0930 min
Coffee & Compete#12 - Launching and Scaling a Competitive Enablement Program Effectively | Product Marketing LifeTamara Schebel, VP of Product at Klue, joined the Product Marketing Life podcast to talk about the best ways to start and scale your competitive enablement program.In the episode, Tamara shares how to put together a 'competitive plan' before launching your program, where to begin finding information, and why earning sales trust and executive support is essential when scaling your efforts.Don't forget! Save the date for Klue's 'Competitive Enablement Summit' on Oct. 27&28. There'll be plenty more information on this soon.Host: Adam McQueenProduction: Grayson OttenbreitCheck out...
2021-09-0244 min
The MarchitectEpisode 4: The Intelligent Path to Revenue (Gong & Klue)In this episode of The Marchitect, my guest co-host Jason Smith, CEO of KLUE, and I chat with Gong’s infamous CMO, Udi Ledergor, about how the world of buyers and sellers has changed. And not just during the pandemic, probably forever.Sales teams today more than ever need an intelligent path to revenue. That’s at the root of a recent conversation with two great product marketing minds as they navigate how the world has changed in the past 15 months and how product marketing and sales continue to evolve.In this session, we discussed:Go...
2021-08-1230 min
Blindspots with Host Ryan SorleyExploring a Best-in-class Competitive Enablement Program with Jason Smith of KlueToday's conversation is with Jason Smith who is the CEO and co-founder of an award-winning competitive intelligence company called Klue. Jason and his team at Klue provide a lens into your competitor's world by capturing, managing, and communicating market insights across the web. In this episode Jason expands on informative topics that he knows can help you get ahead of competitors. Learn how to get the most out of your CI data, ethical approaches to mining data, and the best way to further ingenuity in the professional world. Continuous updates to the way we handle CI that are aimed...
2021-07-1228 min