<img src="//bat.bing.com/action/0?ti=5668523&amp;Ver=2" height="0" width="0" style="display:none; visibility: hidden;">

Crayon Competitive Intelligence Blog

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

Picture of Conor Bond
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 quality tends to improve, win rates tend to climb, and the business as a whole tends to grow.

So, how do you do it? How do you get all those people — who, on a day-to-day basis, work on an extraordinarily wide range of tasks — to focus on a common goal?

Today, we’ll walk through six best practices for...

Read More >

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

Picture of Conor Bond
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...

Read More >

Sales Battlecards: 8 Tips to Help You Win More Deals

Picture of Conor Bond
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...

Read More >

How to Definitively Prove the Value of Sales Enablement

Picture of Conor Bond
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,...

Read More >

What Is Sales Enablement? A B2B Marketer's Guide

Picture of Conor Bond
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,...

Read More >

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

Picture of Emily Dumas
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...

Read More >

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

Picture of Emily Dumas
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...

Read More >

How Well Does Your Sales Team Pivot?

Picture of John Judge
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...

Read More >

Battlecards 101: Measuring and Optimizing Your Battlecards

Picture of Emily Dumas
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...

Read More >

Battlecards 101: 5 Ways to Drive Sales Adoption of Battlecards

Picture of Lauren Kersanske
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...

Read More >

How to Avoid the Dreaded Feature Comparison Checklist

Picture of Ellie Mirman
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...

Read More >

Competitive Battlecards 101: Building Your Battlecards

Picture of Emily Dumas
Emily Dumas on Wed, Jul 8, 2020

Markets are becoming more competitive, and it’s adding extra hurdles for sales teams to jump over to close deals. As more companies emerge that have the same goal as you, sell a similar product, and...

Read More >

13 Sales Enablement Tools to Increase Your Competitive Win Rate

Picture of Emily Dumas
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...

Read More >

6 Strategies for Partnering with Sales for Better Battlecards

Picture of Ellie Mirman
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...

Read More >

How to Set Up a Comprehensive Competitive Sales Enablement Program

Picture of Emily Dumas
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...

Read More >

3 Win/Loss Insights to Use in Your Battlecards

Picture of Lauren Kersanske
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...

Read More >

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...

Read More >

Why Your Battlecards Aren’t Working

Picture of Ben Cope
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...

Read More >

Why Competitor Battlecards Should Focus on the Entire Sales Funnel

Picture of Ben Cope
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...

Read More >

Competitive Objection Handling: How to Fight Against Competitor Claims

Picture of Lauren Kersanske
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...

Read More >

How to Prepare Your Sales Team to Win More Competitive Deals

Picture of Ben Cope
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...

Read More >

10 Dynamic Tiles to Integrate Into Your Sales Battlecards

Picture of Ellie Mirman
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,...

Read More >

37 Great Topics for your Sales Battlecards and Competitor Profiles

Picture of Tom Heys
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 ...

Read More >

What’s the Difference Between a Competitive Comparison and a Battlecard?

Picture of Ellie Mirman
Ellie Mirman on Tue, Jul 9, 2019

Competitive comparisons and battlecards are two key components of an effective competitive intelligence (CI) program. While these two assets have overlapping characteristics, and some companies may...

Read More >

Four Ways to Analyze Your Sales Enablement Program to Improve Sales Success

Picture of Emily Dumas
Emily Dumas on Wed, Jun 26, 2019

How do you know if your sales enablement efforts are effective? It's important to not only deliver a variety of sales enablement resources, but to also circle back and analyze their impact on your...

Read More >