Published: 31 May 2023
Sellers often struggle to understand competitive intelligence that is long, abstract or predominantly technology-centric. Product leaders must ensure competitive battle cards are succinct and include both offensive and defensive positioning that help sellers more effectively differentiate and win.
Product teams have a difficult time determining what an effective battle card looks like to empower sellers to win in competitive scenarios.
Battle cards often neglect to provide guidance on how to defend against competitor claims (real or perceived).
Sellers are often overwhelmed by the volume of enablement content provided and only use a fraction of it.
Many sellers struggle to understand how to apply competitive insights to help win deals. As a result, they are unprepared to effectively compete against aggressive sales tactics from the competition.
To drive marketing impact and improve seller effectiveness in competitive scenarios, product leaders must
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