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Crayon Competitive Intelligence Blog

5 Reasons Competitive Intelligence Is a Critical Component of Pre-Call Planning

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Conor Bond on Wed, Sep 8, 2021

Unless you’re subscribed to the Crayon blog, you’re most likely reading this because you Googled “pre-call planning.”

If that’s the case, you probably noticed that there are a lot of blog posts on this subject. You may have even read some of them. We read some of them, too, and after the third or fourth one, we were struck by a surprising realization:

No one is talking about competitive intelligence.

Now, to be fair, there are several blog posts that recommend gathering intel on your prospect’s

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Competitive Battlecards 101: Your Comprehensive Guide to Building, Optimizing, & Distributing Battlecards

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Conor Bond on Wed, Jun 2, 2021

Competitive battlecards (also known as competitor battlecards, or more simply as battlecards) can add a tremendous amount of value to your suite of sales enablement collateral.

In fact, the value of...

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11 Sales Enablement Statistics Everyone Should Know In 2021

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Conor Bond on Fri, Apr 30, 2021

Sales enablement statistics are useful for a number of reasons.

Maybe you’re new to the discipline and trying to quickly learn as much as possible. Maybe you’re building a business case for the...

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6 Best Practices for Better Alignment Between Your Sales & Marketing Teams

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Conor Bond on Wed, Apr 14, 2021

The more closely you align your sales and marketing teams, the better.

When everyone is on the same page — from content marketers and demand gen specialists to BDRs and account executives — lead...

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How to Build & Implement Your Sales Enablement Strategy in 7 Steps

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Conor Bond on Fri, Apr 2, 2021

If you can help it, sales enablement — the act of empowering your sales reps with the tools, resources, and competitive intel they need to win deals — should not be conducted on an ad-hoc basis.

To...

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Sales Battlecards: 8 Tips to Help You Win More Deals

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Conor Bond on Wed, Mar 10, 2021

The sales battlecard is an extraordinarily impactful tool for any business in a competitive B2B market. As we'll discuss in the 2021 State of Competitive Intelligence Report (coming soon!), 71% of...

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How to Definitively Prove the Value of Sales Enablement

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Conor Bond on Thu, Feb 11, 2021

High-performing sales reps are not born; they’re built. To be more precise, high-performing sales reps are not built in a discrete period of time; they’re built on an ongoing basis.

Call analyses,...

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What Is Sales Enablement? A B2B Marketer's Guide

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Conor Bond on Thu, Feb 4, 2021

Sales, in general, is a tough job. Whether you’re a server trying to maximize tips or an account executive trying to hit quota, communicating value to a prospective customer is difficult.

Naturally,...

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How to Eliminate Competitive Battlecard Bias to Help Sales Win More Deals

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Emily Dumas on Thu, Oct 29, 2020

One sales enablement tool we all know and love is the competitive battlecard. Battlecards are an extremely impactful tool for your sales team to have in their toolbox, especially when a prospect is...

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9 Sales Enablement Tools Your Team Needs to Win a Competitive Battle

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Emily Dumas on Thu, Sep 10, 2020

A sales rep has entered a competitive situation: are they ready to go to battle and win? A lot can go into preparing that sales rep to handle questions, objections, and deliver just the right...

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How Well Does Your Sales Team Pivot?

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John Judge on Fri, Aug 28, 2020

Remember not long ago when we’d never heard of Dr. Anthony Fauci, had no idea what Zoombombing was, only occasionally worried about getting the flu? We came into 2020 like we do most years, with...

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Battlecards 101: Measuring and Optimizing Your Battlecards

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Emily Dumas on Wed, Aug 26, 2020

Now that we’ve covered the basics of creating battlecards and walked through driving battlecard adoption in our Battlecards 101 series, it’s time to take the next step. By now, you’ve created and...

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Battlecards 101: 5 Ways to Drive Sales Adoption of Battlecards

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Lauren Kersanske on Fri, Aug 7, 2020

This post is part two in our Battlecards 101 Series. Click here to read part one. 

Imagine that you spent hours upon hours building an informative and detailed battlecard for your sales team. Now...

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How to Avoid the Dreaded Feature Comparison Checklist

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Ellie Mirman on Tue, Jul 21, 2020

Every product marketer has been asked by a sales rep, somewhere between one and a million times, for a feature comparison checklist. “I need to see how we stack up. Does our competitor have X...

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13 Sales Enablement Tools to Increase Your Competitive Win Rate

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Emily Dumas on Tue, Jun 30, 2020

Arming your sales team with the tools, skills, and resources they need to win competitive deals is a critical step in growing revenue. Sales enablement is the process of providing your sales team...

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6 Strategies for Partnering with Sales for Better Battlecards

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Ellie Mirman on Tue, Jun 23, 2020

You’ve crafted amazing battlecards. They have the latest intelligence, crisp messaging, and deep information on each competitor. And yet the sales team doesn’t adopt them. They have their own...

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How to Set Up a Comprehensive Competitive Sales Enablement Program

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Emily Dumas on Fri, May 15, 2020

It’s important to ensure that your sales team is ready to close any deal that comes into their pipeline, whether or not it’s competitive in nature. Sales teams need to be well equipped, trained, and...

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3 Win/Loss Insights to Use in Your Battlecards

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Lauren Kersanske on Wed, Mar 18, 2020

Win/loss analysis is a critical component of competitive intelligence (CI). Understanding who you are winning (or losing) against and why helps inform how you position and differentiate yourself...

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How to Enable Sales Teams to Win in Hyper-Competitive Markets

Guest Blogger on Wed, Dec 11, 2019

The following article was written by Jake Miller. Jake joined Allego after commercial launch to help establish product marketing and lead ongoing strategic use case development and commercialization...

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Why Your Battlecards Aren’t Working

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Ben Cope on Wed, Nov 20, 2019

Your competitors impact nearly every aspect of your business. They impact how your product team shapes its development roadmap. They shape how your marketing team runs campaigns. They even influence...

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Why Competitor Battlecards Should Focus on the Entire Sales Funnel

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Ben Cope on Fri, Oct 4, 2019

Competitor battlecards have become a popular tool for enabling sales teams, and with good reason. Competitive analyses are more in-depth than what a salesperson needs when they encounter a...

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Competitive Objection Handling: How to Fight Against Competitor Claims

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Lauren Kersanske on Thu, Sep 12, 2019

The competition is talking about you, and no surprise—it’s not good. Whether it’s half-truths or outright lies, you need to arm your sales team with tactics and talking points to counter claims made...

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How to Prepare Your Sales Team to Win More Competitive Deals

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Ben Cope on Thu, Aug 22, 2019

Receiving an inbound demo request is often the best part of a salesperson’s day. Learning that the evaluation is going to be competitive in nature can be less exciting. Sales teams in competitive...

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10 Dynamic Tiles to Integrate Into Your Sales Battlecards

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Ellie Mirman on Thu, Jul 25, 2019

Battlecards have historically lived in static PDFs delivered via email to sales reps’ computers. And by historically, I mean most battlecards today are static documents that are always out-of-date,...

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37 Great Topics for your Sales Battlecards and Competitor Profiles

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Tom Heys on Wed, Jul 17, 2019

Are you feeling in a rut with your competitive intelligence (CI) deliverables? Want some ideas to help you take the content to the next level? Below are some different ways to spice up your ...

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