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Crayon Competitive Intelligence Blog

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 report, respondents also reported having an average of 25 competitors. So what does this mean? It means that markets are getting more competitive and will continue to do so, and enabling your sales team to sell against the competition is more important than ever.

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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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How to Combine Tactical and Educational Competitive Intelligence for Sales Success

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Tom Heys on Tue, Apr 30, 2019

Sales are often primary clients of competitive intelligence (CI) in companies and also one of the best channels to drive measurable value through battlecards. By making intel more accessible and...

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How to Architect Your CRM for Stronger Win/Loss Analysis

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Tom Heys on Thu, Mar 28, 2019

Once you’ve decided to tackle win/loss analysis as an organization, the next natural step is to invest some time and thought into how you will go about collecting the data. Win/loss interviews –...

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3 Sales Enablement Challenges & How to Overcome Them

Guest Blogger on Tue, Mar 5, 2019

The following post was written by Meg Guarente, Product Marketing Manager at Seismic, the leading B2B marketing enablement and sales enablement software solution. Meg has over 7 years of experience...

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Sales Enablement is Everyone’s Job: How Each Area of Marketing Enables Sales

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Ellie Mirman on Fri, Mar 1, 2019

As companies grow, sales teams get bigger, and sales cycles become more complex, many businesses invest in a sales enablement function within the marketing team. Marketers, who are tasked with...

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Top 3 Sales Consequences for Ignoring Competitive Intelligence

David Donlan on Thu, Feb 21, 2019

The sales process we know today is remarkably different from the sales process of a decade ago. Years ago, prospects had an average of four to five choices for any product or service they were...

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7 Key Sales Enablement Metrics You Should be Tracking

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Emily Dumas on Thu, Jan 17, 2019

Sales enablement is an essential strategy within every successful organization. Sales enablement is the process of ensuring that your sales team is armed with beneficial tools and resources to help...

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Planning a Successful Sales Kickoff - 16 Tips from Marketing Leaders

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Ellie Mirman on Tue, Jan 8, 2019

It’s that time of year again -- when we gather the entire sales team together, energize them, educate them, and align them for success in the new year. This effort often falls to the team that we...

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10 Sales Enablement Terms You Need to Know

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Emily Dumas on Tue, Nov 20, 2018

Sales enablement is an important role in any organization - ensuring that sales has the skills and tools to win in their market. Most industries change rapidly, with competitors regularly launching...

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The Best Sales Enablement Tool Just Got Better: Introducing Crayon Battlecards

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Bryan Dunn on Tue, Oct 30, 2018

The speed of competition has never been faster. Over the last decade, innovations like Software as a Service (SaaS) and cloud computing have allowed companies to improve their products, change their...

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12 Types of Sales Enablement Materials to Win More Deals

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Ellie Mirman on Tue, Oct 2, 2018

Sales enablement is the practice of arming your sales team with the knowledge, skills, and assets they need to win more deals. The Marketing team has a unique opportunity to drive more revenue for...

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The Art and Science of Using Competitive Intelligence to Win Sales

David Donlan on Fri, Sep 7, 2018

There are endless tips and tricks to help sales executives close more deals. One of those tips not talked about enough is using competitive intelligence to win sales. Leveraging competitive...

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What are the Benefits of Competitive Intelligence for Your Organization Beyond Sales Enablement?

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Emily Dumas on Thu, May 3, 2018

A common misconception surrounding competitive intelligence (CI) is that its main benefit is for sales teams. While it’s extremely important for sales reps to be prepared, knowledgeable, and armed ...

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