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Crayon is on a Mission to Help Companies Compete Better

2/3

of sales opportunities are competitive

And those are your best deals.

Competitive opportunities close at 5x the rate of non-competitive deals. And as markets become more competitive every year, competitive selling is a priority for every sales leader.

And yet, competitive execution is broken inside of almost every business, and GTM leaders know it. According to Gartner, the average company rates themselves 4.7 out of 5 on GTM capabilities, but only 1.7 out of 5 for competitive execution.

Old-school compete programs no longer drive sales results.

They come from a different era when manual web research, quarterly analyst meetings and manual effort were the best tactics. You might as well have your reps prospect in the Yellow Pages!

The 5 flaws of old-school compete

Old-school compete isn’t aligned with sales
Old-school compete is over-indexed on the wrong channels
Too much reliance on battlecards & other assets that are static and hard to consume
The impact is measured incorrectly or not at all
Old-school compete is reactive and slow

There's a better way to compete. Winning companies have figured out a new way:

They have a meaningful partnership between CI and sales.
They’ve realized that the best intelligence is from buyers, sellers and deals, and they’re tapped into it in real-time.
This real-time intelligence enables them to collaborate with sales leaders to be proactive impacting active pipeline vs dissecting wins and losses post-mortem.
They’ve stopped fighting reps on battlecard adoption and implemented a multi-channel strategy that fits into their sales teams workflow and tools.
They recognize that competitive win rate is a massive revenue opportunity, and they judge program success based on won revenue. Their compete program is as well-instrumented as their demand gen, and just as critical to hitting revenue targets.