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 ...
Dec 15, 2023•28 min•Season 3Ep. 97
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 signific...
Nov 29, 2023•26 min•Season 3Ep. 96
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...
Oct 11, 2023•17 min•Season 3Ep. 95
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/...
Oct 05, 2023•27 min
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 a...
Sep 28, 2023•33 min
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/...
Sep 13, 2023•46 min
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 Ne...
Sep 07, 2023•34 min
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 Co...
Aug 31, 2023•22 min
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 d...
Aug 23, 2023•33 min
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...
Aug 18, 2023•25 min
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 strateg...
Aug 10, 2023•36 min
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 YouTub...
Aug 03, 2023•13 min
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 mana...
Jul 27, 2023•29 min
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 forge...
Jul 20, 2023•16 min
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 ...
Jul 12, 2023•29 min
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 ...
Jul 07, 2023•18 min
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 Coff...
Jun 29, 2023•28 min
Adam is joined by the host of Blindspots, founder of DoubleCheck Research and Klue VP of Win-Loss Ryan Sorley to look at how artificial intelligence (AI) can be used to build, design and deploy win-loss programs. From research to transcription synthesizing to leveraging AI tools to help your interview outreach, the whiz of win-loss Ryan Sorley has tactical takeaways for it all. You can dive way deeper into how Ryan sees the future of AI and Win-Loss in his feature presentation at the Winner's Ci...
Jun 22, 2023•29 min
Adam and guest Tirrah Switzer, Senior Director of Product Marketing at Community Brands, take a break from all the CI excitement at SCIP IntelliCon 2023 to sit down for a chat on all things compete. They dive into why Tirrah's team focuses on enabling revenue-generating functions and how they do it. The importance of engaging senior leaders early on and why she wishes she had done more of it. The competitive intelligence metrics Tirrah and team swear by — and much more. As much as you'll love li...
Jun 15, 2023•18 min
Professor John Horn (former McKinsey, author, and professor of economics) joins the show to talk about how companies should be using competitive intelligence insights to better understand the competition. John and Ben talk about why it's a huge mistake for organizations to ignore their competitors, why war gaming is so much more valuable than role-playing, and the strengths and limitations of AI when it comes to competitive intelligence. Get a copy of John's recently published book Inside the Co...
Jun 08, 2023•32 min
Senior Director of Competitive Intelligence at Palo Alto Networks Alysse Nockels joins Adam McQueen at SCIP IntelliCon 2023 in sunny Scottsdale. Adam and Alysse dish on the most memorable win of her career, how her compete team's priorities have changed in the last 12 months, and why Alysse says you should never, ever deprioritize tactical support for more longterm strategic thinking. As much as you'll love listening to this interview, you should really check it out on Klue's YouTube Channel , s...
Jun 01, 2023•28 min
Director of Marketing Strategy at ServiceTitan Jenn Roberts joins Adam McQueen at SCIP IntelliCon 2023 in sunny Scottsdale. Jenn and Adam dive into how she's built that all-important culture of compete at ServiceTitan, why she sends a monthly letter to the executive team (and why they go crazy for it) and how you have to lead the proverbial horse to water when it comes to competitive enablement. As much as you'll love listening to this interview, you should really check it out on Klue's YouTube ...
May 24, 2023•37 min
Adam is joined by former Gong Head of Sales Chris Orlob to talk about competitive selling techniques Chris swears by. Chris dives into why you'll lose deals if you wait too long to deploy competitive selling tactics, how to win your unfair share of deals by rigging the deal cycle in your favour, and why you should be looking for weaknesses in your competitor's main strength. Learn more about Chris here . Key Moments: (00:02) Welcome to the Competitive Enablement Show (03:51) Does sales experienc...
May 17, 2023•39 min
Salesforce VP of Competitive Intelligence Dan Hamilton joins host Adam McQueen in sunny Scottsdale to talk about how the competitive intelligence team at Salesforce gets their hands dirty in deal support and impacts change across the entire organization. Dan and Adam dive into taking action on messy CRM data, how Salesforce CI keeps focus and makes the biggest impact and the importance of providing deal support as a compete function. Timestamps: (00:02) Intro with Ben and Adam (02:18) Meet Dan H...
May 10, 2023•27 min
Product Marketing Manager Brad Lawless sits down with host Adam McQueen to talk about how Movista deploys competitive intelligence and competitive enablement at scale in a highly competitive industry. This interview was recorded in beautiful Scottsdale, Arizona during SCIP IntelliCon 2023. Make sure to check out Klue's YouTube channel for the full 4K video of the interview. Timestamps: (00:04) Introduction with Adam and Producer Ben (04:01) Three competitive intelligence takeaways (05:57) The ev...
May 04, 2023•33 min
Senior Competitive Intelligence Manager at Amex GBT Chelsea Pula joins Adam to talk about her team's process for prioritizing competitors, the steps Chelsea takes to connect and align with cross-functional stakeholders, and how they determine which differentiations to use against different competitors. 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 Mom...
Apr 27, 2023•35 min
Special guest host Brandon Bedford welcomes Tara Scott (Acuity Insights) and Eric Holland (CureMint Inc.) for this month's installment of the Competitive Enablement Show LIVE. This trio of competitive intelligence and competitive enablement superheroes dive into their experience on what it takes to tip winnable deals in your company's favour. Starting with making sure you're spending time in the right deals to begin with (i.e. are they big and winnable enough to justify your time?), Eric and Tar...
Apr 19, 2023•1 hr
Adam is joined by Product Marketer and Host of the New to Product Marketing Podcast Maggie Bean to hear Maggie's journey from being a brand new product marketer to podcast host entering her third season! The episode kicks off with three pieces of advice for product marketers that have helped her in her career. Then, Adam and Maggie dive into the importance of having empathy for your end-users, the importance of relationship building (face-to-face) and much more. Season three of New to Product Ma...
Apr 06, 2023•34 min
The best competitive enablement programs don't have problems with low adoption. But a lot of them did at one point. So we invited two of Klue's most experienced Customer Success Managers to share the best practices they've seen — and preached — first-hand that have led to higher content adoption among their clients. Sophie and Honami talk about the most important areas of focus when building out your compete program, why it's important to get creative and make compete fun, and which stakeholders...
Mar 30, 2023•43 min
We analyzed thousands of battlecards to uncover the biggest and most common mistakes. And who better than Competitive Enablement Consultants Sylvia Rayner and Hunter Sones to help diagnose the problem and find the cure? Hunter and Syliva joined Adam for this installment of Competitive Enablement LIVE — our monthly episode where we invite hundreds of members of the compete community to come and ask their questions, join in on the chat, and have a lot of fun. Register for next month's CE LIVE and ...
Mar 22, 2023•59 min
