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Crayon Competitive Intelligence Blog

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 competitive objection. Effective battlecards provide just enough information for a salesperson to counter those objections without getting lost in the details.

Most organizations only create battlecards designed for their closing sales team. Why should that be the case? Sales functions that occupy other parts...

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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 And by historically, I mean most battlecards today are static documents that are always out-of-date,...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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What’s the Difference Between a Competitive Comparison and a Battlecard?

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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...

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

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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...

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Achieving Sales and Marketing Alignment through Sales Enablement

Guest Blogger on Wed, Jun 5, 2019

The following post was written by Marissa Gbenro, the Sr. Content Marketing Strategist at Highspot. Prior to life at Highspot, she worked to drive corporate marketing strategy for TrueBlue across 600...

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Five Tips To Help Your Sales Reps Win Competitive Deals

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Lauren Kersanske on Tue, Jun 4, 2019

87% of Competitive Intelligence (CI) professionals say that their market has gotten more competitive in the last three years, according to the 2019 State of Competitive Intelligence. In the same...

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What is the Difference Between Sales Operations and Sales Enablement?

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Emily Dumas on Thu, May 16, 2019

Back in the 1970s, Xerox recognized the need for a support team that handled many of the basic operations and logistics essential for a successful sales team. The support team took over core sales...

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