The Competitive Enablement Show

Clickbait title? Nope. We pitted ChatGPT against Klue AI to build battlecards and things got… interesting. In this episode, Hunter Sones, Competitive Enablement Services Consultant at Klue, shares his findings after creating battlecards with ChatGPT, and how Klue’s sales team reacted after he sent them the results. TIMESTAMPS: (00:00:00) Introduction (00:00:45) The experiment: putting ChatGPT vs. Klue (00:02:38) How well did ChatGPT build battlecards? (00:04:12) How do you build a competitive battlecard in ChatGPT? (00:05:20) The insights from a ChatGPT battlecard (00:06:00) The challenges with building battlecards in ChatGPT (00:06:59) The areas Klue performed better than ChatGPT(00:09:36) Competitor reviews in Klue vs. ChatGPT (00:10:33) Building a battlecard in Klue vs. ChatGPT (00:12:59) Why you SHOULDN’T use ChatGPT to build competitive battlecards (00:14:37) Ways you can use ChatGPT to build competitive battlecards (00:17:54) What was the best part of doing this experiment? SHOW NOTES: Follow Hunter on LinkedIn: https://www.linkedin.com/in/huntersones/ Learn how to use the Fact, Impact, Act framework for building battlecards: https://youtu.be/G1qrcNfKJWk Check out the AI in CI report where we interviewed 70+ people in The Compete Network community about how they use AI in Competitive Intelligence: https://thecompetenetwork.com/ai-in-competitive-intelligence-report Host: Adam McQueen Production: Grayson Ottenbreit The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community. The Compete Network is powered by Klue.

The title says it all - we answer your questions about AI and Competitive Intelligence. We ran an AMA all about the biggest trends in AI and Competitive Intelligence in 2024 and we received almost 70 questions... too many to answer in one episode, so we decided to film another episode where we answer your unanswered questions. Want to know how compete pros and product marketers are using and thinking about AI today? Read the 'AI in CI' report here on the Compete Network: https://thecompetenetwork.com/ai-in-competitive-intelligence-report Make sure to check out the episodes on YouTube as well: https://www.youtube.com/@kluein Check out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. Host: Brandon Bedford Production: Grayson Ottenbreit The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.

This is a recording from a community event in the Compete Network 'The Biggest AI Trends in Competitive Intelligence in 2024'. Brandon Bedford hosted James Raffield, answering questions from the community about AI tactics they've mastered, how AI will impact competitive jobs, and much much more. Want to know how compete pros and product marketers are using and thinking about AI today? Read the 'AI in CI' report here on the Compete Network: https://thecompetenetwork.com/ai-in-competitive-intelligence-report Make sure to check out the episodes on YouTube as well: https://www.youtube.com/@kluein Check out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. Host: Adam McQueen Production: Grayson Ottenbreit About the Compete Network: The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.

In this Compete Week session, Carin Van Vuuren and Meagan Eisenberg join Katie Berg - three Marketing leaders from innovative companies share the growing importance of competitive intelligence to their executive teams, as well as where it sits in their organization and how valuable it is for them to use as a lever in their overall Marketing objectives.Key Moments(00:00) Introduction(02:41) Competitive Intelligence's objectives at Greenhouse Software(04:15) How Competitive Intelligence can build trust(05:21) Bridging the gap between marketing and sales with competitive enablement(06:43) Where does Competitive Intelligence fit in at Lacework?(07:31) Why Competitive Enablement makes you an expert and how that impacts sales(08:18) Keeping your intelligence up to date(09:43) Building a 'culture of compete'(11:06) Enabling your CEO and C-Suite with Competitive Intelligence(12:37) Being close to intelligence to stay relevant(13:48) What executives miss with competitive strategy(15:15) The problems with fixating on one competitor(16:01) Supporting the product roadmap with Competitive Enablement(18:07) Do CMO's care about win rates?(20:31) Which department should own Win-Loss analysis(22:45) How to enable against churn(24:10) The structure of a compete team(26:11) The most effective ways to use Competitive Intelligence in 2024Make sure to check out the episodes on YouTube as well: https://www.youtube.com/@kluein Host: Adam McQueenProduction: Grayson OttenbreitCheck out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network:The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.

Nick Cegelski, host of the widely followed sales podcast, 30 Minutes to Presidents Club and Klue's Qayam Noorani kick off this series of talks from Compete Week 2023. They delve into the art of competitive selling, discussing strategies on dealing with competitors in your deals, understanding your buyer's needs, and the significance of being an educator in the sales process.Key Moments;(00:00) Introduction(02:12) The importance of understanding your buyer's evaluation process(02:31) The significance of having competitors in your deal(02:57) How to set yourself apart in a competitive market(03:19) Strategies for successfully navigating competitive deals(04:00) The importance of building credibility and trust with your clients(04:49) Sharing our favourite competitive deal stories(10:54) How to bring up competitors in a natural way throughout the deal cycle(12:15) Building a talk track to address the entry of a competitor mid-sales cycle(15:34) The importance of curiosity in competitive selling(16:56) The art of being an educated and consultative seller(17:36) The importance of earning trust and credibility with clients(18:03) Helping clients improve their programs(18:46) Bringing in various experts to educate and consult your buyers(19:09) Consuming content that is designed for the folks you are selling to(21:15) Adapting your strategy mid-cycle to overcome something a competitor is doingIn case you haven't already, make sure to check out the episodes on YouTube as well: https://www.youtube.com/@kluein Host: Adam McQueenProduction: Grayson OttenbreitAudio Editor: Michael PanesCheck out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network:The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community. Host: Adam McQueenProduction: Grayson OttenbreitCheck out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network:The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.

Today marks Producer Ben's last day at Klue! So we decided to take a trip down memory lane in-studio and share our favourite moments, lessons learned, and funniest bloopers from 95 episodes of the show. In case you haven't already, make sure to check out the episodes on YouTube as well: https://www.youtube.com/@kluein Host: Adam McQueen Production: Grayson Ottenbreit Check out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network: The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.

Adam is joined by Sophos VP of Market Intelligence Max Weinstein to talk about successful strategies for sales enablement. The two dive deep into Max's three biggest tips for sales enablement, why building a strong relationship with product marketing is essential, and the balance between giving too much context versus not enough. Don't miss your chance to save a seat for the BIGGEST compete event of the year at Compete Week 2022. See more info and the full lineup of speakers at https://klue.com/compete-week And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business. To subscribe, visit https://klue.com/newsletter Timestamps: (00:04) Welcome to the Competitive Enablement Show (01:52) Max's three biggest sales enablement tips (05:13) Understanding your sales org inside and out (08:56) Enabling your reps to cross-sell (13:59) Where self-serve enablement comes into play (16:37) Working with sales leadership and management (18:51) Mechanisms for sales enablement and product marketing collaboration (22:54) Enabling your sellers with the right amount of context Production Team: Host: Adam McQueen Producer: Ben Ronald Post Production: Grayson Ottenbreit Audio Editor: Michael Panes Music Credits Intro Music: The Podcast Intro by Music Unlimted Rapid-Fire Music: Los Angeles by Muzaproduction About Klue: Klue provides a lens into your competitor’s world, continuously updating and connecting dots to help you win more business. It’s a new way to capture, manage, and communicate market insights from the web and across the company, in platforms your team already uses Host: Adam McQueen Production: Grayson Ottenbreit Check out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network: The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.

Adam is joined by HubSpot's Competitive Intelligence Manager Jessica Davis to learn how she gets into the heads of her sales reps to create sales content to win more deals. Jess shares why it's essential to deliver content in a format your reps are familiar with and to promote it far and wide. We're also excited to announce that Jess will be a speaker at this year's Compete Week! Don't miss your chance to save a seat for the BIGGEST compete event of the year at Compete Week 2023. See more info and the full lineup of speakers at https://klue.com/compete-week And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business. To subscribe, visit https://klue.com/newsletter Timestamps: (00:00) Introduction (03:02) Jess's three biggest tips for creating competitive content (03:42) Distributing intel to your reps (04:56) Promotion tactics and tips for content (08:31) Moving from sales to compete (13:02) Unlocking proof points from win-loss interviews (16:38) How often HubSpot refreshes their content (21:10) Staying close to your ICP (23:57) How to report on your compete program to your leadership team (29:01) Why you should be measuring competitive win rates Production Team: Host: Adam McQueen Producer: Ben Ronald Post Production: Grayson Ottenbreit Audio Editor: Michael Panes Music Credits Intro Music: The Podcast Intro by Music Unlimted Rapid-Fire Music: Los Angeles by Muzaproduction About Klue: Klue provides a lens into your competitor’s world, continuously updating and connecting dots to help you win more business. It’s a new way to capture, manage, and communicate market insights from the web and across the company, in platforms your team already uses. Host: Adam McQueen Production: Grayson Ottenbreit Check out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network: The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.

In this reimagined edition of Competitive Enablement LIVE, we’ve enlisted 'seasoned and well-vetted Compete pros’ (their words, not ours) Gal Toren, Competitive Intelligence Team Lead at JFrog and Dylan D’Urso, Competitive Intelligence Manager at Autodesk, to answer your burning yet anonymously-submitted Compete questions on air. Don't miss your chance to save a seat for the BIGGEST compete event of the year at Compete Week 2022. See more info and the full lineup of speakers at https://klue.com/compete-week And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business. To subscribe, visit https://klue.com/newsletter Timestamps: (00:08) Introduction / Welcome to CE LIVE (02:20) Meet Gal Toren and Dylan D'Urso (03:42) Distributing intel to your reps (08:56) Building and scaling relationships in a large company (10:05) Hype versus reality with AI and compete (12:56) Conforming raw intel to the needs of your sales reps (17:15) Engaging executives in your win-loss program (23:00) Setting goals and priorities for the win-loss program (27:49) How do you start a competitive intelligence program from scratch? (33:42) Prioritizing your compete efforts (38:49) Getting execs to recognize the benefits of compete Production Team: Host: Adam McQueen Producer: Ben Ronald Post Production: Grayson Ottenbreit Audio Editor: Michael Panes Music Credits Intro Music: The Podcast Intro by Music Unlimted Rapid-Fire Music: Los Angeles by Muzaproduction About Klue: Klue provides a lens into your competitor’s world, continuously updating and connecting dots to help you win more business. It’s a new way to capture, manage, and communicate market insights from the web and across the company, in platforms your team already uses. Host: Adam McQueen Production: Grayson Ottenbreit Check out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network: The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.

Adam is joined by Klue's Competitive Enablement Manager Brandon Bedford to talk about how GenAI has impacted the world of compete. From instant article summarization to improved product feature-functions, to companies penetrating new categories altogether, A LOT has happened in a few short months on the AI front. We brought Brandon in to talk about where it's at today and where he thinks we're headed. If you're looking to level up your competitive intel sharing, download our Competitive Intel Newsletter Guide & Template. A free modifiable slide deck with best practices, the ultimate template, and advice from the best compete pros in the business. And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business. To subscribe, visit https://klue.com/newsletter Key Moments (00:00) Intro (02:40) Brandon's three big AI takeaways (04:42) The next stage in the application of AI and compete (09:07) Old companies entering new spaces thanks to GenAI (16:05) Increased competition from upstarts with GenAI (20:15) Why proprietary data will be the new oil (28:36) How you should be using AI to level up your role today Production Team: Host: Adam McQueen Producer: Ben Ronald Post Production: Grayson Ottenbreit Audio Editor: Michael Panes Music Credits Intro Music: The Podcast Intro by Music Unlimted Rapid-Fire Music: Los Angeles by Muzaproduction About Klue: Klue provides a lens into your competitor’s world, continuously updating and connecting dots to help you win more business. It’s a new way to capture, manage, and communicate market insights from the web and across the company, in platforms your team already uses. Host: Adam McQueen Production: Grayson Ottenbreit Check out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network: The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.

Adam is joined by Penny Moran, the Head of Competitive Intelligence at Zuora, in the final episode of our three-part series on competitive intel newsletters. Penny shares why she believes competitive intel newsletters are a key element in branding your compete program, how it can be a tool to help draw attention to your program beyond your immediate stakeholders, and how she tailors her newsletter to different audiences. Get more expert tips on building a competitive intel newsletter with our Competitive Intel Newsletter Guide & Template. A downloadable slide deck with best practices, the ultimate template, and advice from the best compete pros in the business. And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business. To subscribe, visit https://klue.com/newsletter Key Moments (00:00) Intro (02:11) Matt's three tips for writing an intel newsletter (04:54) Matt's go-to structure and format (09:51) Delivering intel newsletters to different audiences (13:45) Giving execs the intel they need (19:31) Partnering with revenue leaders Production Team: Host: Adam McQueen Producer: Ben Ronald Post Production: Grayson Ottenbreit Audio Editor: Michael Panes Music Credits Intro Music: The Podcast Intro by Music Unlimted Rapid-Fire Music: Los Angeles by Muzaproduction About Klue: Klue provides a lens into your competitor’s world, continuously updating and connecting dots to help you win more business. It’s a new way to capture, manage, and communicate market insights from the web and across the company, in platforms your team already uses. Host: Adam McQueen Production: Grayson Ottenbreit Check out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network: The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.

Adam is joined by James Raffield, Director of Competitive Intelligence at Druva to learn how he serves different audiences with his Competitive Intel Newsletter. James shares how he engages and inspires his audiences, how he chooses what intel to include in his newsletter and how he writes the all-important 'how it matters' section of his newsletter. Get more expert tips on building a competitive intel newsletter with our Competitive Intel Newsletter Guide & Template. A downloadable slide deck with best practices, the ultimate template, and advice from the best compete pros in the business. And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business. To subscribe, visit https://klue.com/newsletter Key Moments (00:00) Intro with Producer Ben (02:10) James's three competitive intel newsletter tips (07:02) Encouraging readers to take action through the newsletter (10:01) Supporting org-wide campaigns with the newsletter (13:50) Enabling the senior leadership team (17:41) Building a culture of compete (25:05) Keeping your audience engaged Production Team: Host: Adam McQueen Producer: Ben Ronald Post Production: Grayson Ottenbreit Audio Editor: Michael Panes Music Credits Intro Music: The Podcast Intro by Music Unlimted Rapid-Fire Music: Los Angeles by Muzaproduction About Klue: Klue provides a lens into your competitor’s world, continuously updating and connecting dots to help you win more business. It’s a new way to capture, manage, and communicate market insights from the web and across the company, in platforms your team already uses. Host: Adam McQueen Production: Grayson Ottenbreit Check out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network: The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.

Adam is joined by Matt Tyrer, the founder of The Competitive Corner, a consultancy specializing in data protection, cloud and cyber security, and the former head of competitive intelligence at Commvault. The two chat about Matt's biggest tips for writing a competitive intel newsletter, how to make sure you're including intel and insights that'll keep executives coming back for more, and how to keep revenue leaders engaged with your newsletter. Get more expert tips on building a competitive intel newsletter with our Competitive Intel Newsletter Guide & Template. A downloadable slide deck with best practices, the ultimate template, and advice from the best compete pros in the business. And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business. To subscribe, visit https://klue.com/newsletter Key Moments (00:00) Intro (02:11) Matt's three tips for writing an intel newsletter (04:54) Matt's go-to structure and format (09:51) Delivering intel newsletters to different audiences (13:45) Giving execs the intel they need (19:31) Partnering with revenue leaders Production Team: Host: Adam McQueen Producer: Ben Ronald Post Production: Grayson Ottenbreit Audio Editor: Michael Panes Music Credits Intro Music: The Podcast Intro by Music Unlimted Rapid-Fire Music: Los Angeles by Muzaproduction About Klue: Klue provides a lens into your competitor’s world, continuously updating and connecting dots to help you win more business. It’s a new way to capture, manage, and communicate market insights from the web and across the company, in platforms your team already uses. Host: Adam McQueen Production: Grayson Ottenbreit Check out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network: The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.

Adam is joined by the Johnson Brothers, Arik and Derek. Both with nearly three decades in the world of compete. Arik is the founder, and Derek is the CEO, of Aurora WDC, a company that serves the needs of intelligence professionals and executives so that they can amplify insights and build a culture of compete. The three dive into how breeding positive internal friction within an organization leads to positive outcomes, why intelligence pros need to think the unthinkable when it comes to strategy, and why listening more than you speak is crucial to success. Don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business. To subscribe, visit https://klue.com/newsletter (00:00) Intro (02:19) Three key takeaways (06:07) The problem with ignoring competitive insights (10:27) Balancing long and short-term priorities (15:08) How to encourage positive friction in the organization (20:47) Asking uncomfortable questions (26:27) Examples of building positive friction (33:29) Wrap up Production Team: Host: Adam McQueen Producer: Ben Ronald Post Production: Grayson Ottenbreit Audio Editor: Michael Panes Music Credits Intro Music: The Podcast Intro by Music Unlimted Rapid-Fire Music: Los Angeles by Muzaproduction About Klue: Klue provides a lens into your competitor’s world, continuously updating and connecting dots to help you win more business. It’s a new way to capture, manage, and communicate market insights from the web and across the company, in platforms your team already uses. Host: Adam McQueen Production: Grayson Ottenbreit Check out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network: The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.

Adam is joined by Palo Alto's Senior Competitive Strategy Analyst Ben Schultz for the final episode in our Scottsdale sit-downs series during SCIP IntelliCon 2023. Ben joined the show for a good time not a long time to chat about his path from the defense industry to competitive strategy, coming out of your shell as an introvert and the one biggest disagreement he has with his boss Alysse Nockels. As much as you'll love listening to this interview, you should really check it out on Klue's YouTube Channel, shot on location in Scottsdale. We post (almost) every episode there, so check it out! Key Moments (00:00) Introduction (00:32) Ben's career path from defense contracting to competitive intelligence (01:52) What to do when reps don't use your recommendations (04:28) Coming out of your shell as an introvert (07:04) Overcoming imposter syndrome (08:39) Ben's biggest disagreement with his boss Production Team: Host: Adam McQueen Producer: Ben Ronald Post Production: Grayson Ottenbreit Audio Editor: Michael Panes Music Credits Intro Music: The Podcast Intro by Music Unlimted Rapid-Fire Music: Los Angeles by Muzaproduction Host: Adam McQueen Production: Grayson Ottenbreit Check out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network: The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.

Adam is joined by Klue's Growth Product Manager Isabel Gan to peek into the world of leveraging competitive intelligence for your product strategy. Isabel breaks down how three key areas of product strategy where product managers should be using competitive intel, the differences between how a startup, a scaleup and an enterprise company might use competitive intel, and the complex cost-benefit analysis all product managers have to weigh. If you want to dive deeper into the world of product management, you should check out Isabel's show the Product Toolbox. And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business. To subscribe, visit https://klue.com/newsletter Key Moments (00:00) Introduction (01:27) Three ways PMs should be using competitive intelligence (03:10) The main philosophy of product development (06:11) How competitive intel can inform future strategy (09:35) How a startup, scaleup and enterprise company use competitive intel differently (12:46) How product marketers and product managers should work together (19:15) Why product marketers need to provide competitive landscape intel (24:20) The Product Toolbox Podcast Production Team: Host: Adam McQueen Producer: Ben Ronald Post Production: Grayson Ottenbreit Audio Editor: Michael Panes Music Credits Intro Music: The Podcast Intro by Music Unlimted Rapid-Fire Music: Los Angeles by Muzaproduction About Klue: Klue provides a lens into your competitor’s world, continuously updating and connecting dots to help you win more business. It’s a new way to capture, manage, and communicate market insights from the web and across the company, in platforms your team already uses. Host: Adam McQueen Production: Grayson Ottenbreit Check out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network: The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.

Adam is joined by friend of the Show and Imperva's Head of Competitive Intelligence Pat Wall. Pat dives into why enabling your sales team is like training a puppy, how to make intel simple and digestible for your reps, and how his priorities have shifted to focus on customer retention. As much as you'll love listening to this interview, you should really check it out on Klue's YouTube Channel, shot on location in Scottsdale. We post (almost) every episode there, so check it out! And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business. To subscribe, visit https://klue.com/newsletter Chapters (00:02) Welcome to the Show! (00:33) Pat's book: Building a Culture of Compete (02:01) Training reps like a new puppy (04:18) Bridging the enablement gap between knowing and doing (05:46) Pat's most memorable competitive win (07:23) Shifting from sales enablement to customer retention (09:25) Pat's first-ever competitive win (11:25) Getting tagged in for customer retention talks (13:28) Pat's biggest learnings in customer retention Production Team: Host: Adam McQueen Producer: Ben Ronald Post Production: Grayson Ottenbreit Audio Editor: Michael Panes Music Credits Intro Music: The Podcast Intro by Music Unlimted Rapid-Fire Music: Los Angeles by Muzaproduction About Klue: Klue provides a lens into your competitor’s world, continuously updating and connecting dots to help you win more business. It’s a new way to capture, manage, and communicate market insights from the web and across the company, in platforms your team already uses. Host: Adam McQueen Production: Grayson Ottenbreit Check out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network: The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.

Adam is joined by Databricks' AI & Data Solution Architect Mayur Palta to talk about his new book Outcompete: How startups and billion-dollar companies outsmart the competition. Mayur has worked for major tech companies like Adobe, Oracle and AWS in the compete space for more than two decades. He bundled up all his biggest learnings and is sharing them with the world. All proceeds from the book will go to empowering underprivileged children through quality education via Vibha. You can learn more about Vibha here and pick up a copy of Mayur's book here. And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business. Key Moments (00:03) Introduction (00:57) Mayur's three biggest takeaways (04:33) How AI will impact the competitive landscape (08:37) How AI will impact competitive intelligence professionals (13:33) Outcompeting the competition (17:22) The Outcompete Operation System (O2S) (22:36) How to instill confidence in your leadership team To subscribe, visit https://klue.com/newsletter Production Team: Host: Adam McQueen Producer: Ben Ronald Post Production: Grayson Ottenbreit Audio Editor: Michael Panes Music Credits Intro Music: The Podcast Intro by Music Unlimted Rapid-Fire Music: Los Angeles by Muzaproduction About Klue: Klue provides a lens into your competitor’s world, continuously updating and connecting dots to help you win more business. It’s a new way to capture, manage, and communicate market insights from the web and across the company, in platforms your team already uses. Host: Adam McQueen Production: Grayson Ottenbreit Check out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network: The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.

Adam is joined by the Director of Competitive Intelligence and Communications at Freshworks Tracy Berry. Tracy and Adam dive into what deal support looks like for Tracy's team at Freshworks, how she tailors her compete content to serve customer success managers, and what it takes to get to know the c-suite and what they want from your compete program. As much as you'll love listening to this interview, you should really check it out on Klue's YouTube Channel, shot on location in Scottsdale. We post (almost) every episode there, so check it out! Key Moments (00:05) Adam says hello (03:14) How Tracy does deal support (07:45) Why and how you should enable customer success (12:29) How to communicate with your leadership team Production Team: Host: Adam McQueen Producer: Ben Ronald Post Production: Grayson Ottenbreit Audio Editor: Michael Panes Music Credits Intro Music: The Podcast Intro by Music Unlimted Rapid-Fire Music: Los Angeles by Muzaproduction About Klue: Klue provides a lens into your competitor’s world, continuously updating and connecting dots to help you win more business. It’s a new way to capture, manage, and communicate market insights from the web and across the company, in platforms your team already us Host: Adam McQueen Production: Grayson Ottenbreit Check out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network: The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.

Jody Geiger is the host of the Winning as Women Podcast on the Compete Network and the Revenue Enablement Coach at Klue. She joined Adam to talk about how revenue enablement professionals can and should be supporting reps amid a tough economy. Jody also gives us a sneak peek at some of the inspiring conversations in Season 2 of Winning as Women launching July 21st on the Compete Network. You can catch up on all eight episodes from season one here. And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business. To subscribe, visit https://klue.com/newsletter Production Team: Host: Adam McQueen Producer: Ben Ronald Post Production: Grayson Ottenbreit Audio Editor: Michael Panes Music Credits Intro Music: The Podcast Intro by Music Unlimted Rapid-Fire Music: Los Angeles by Muzaproduction About Klue: Klue provides a lens into your competitor’s world, continuously updating and connecting dots to help you win more business. It’s a new way to capture, manage, and communicate market insights from the web and across the company, in platforms your team already uses. Host: Adam McQueen Production: Grayson Ottenbreit Check out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network: The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.