Is your #productmarketing team hoping to build a competitive enablement program this year?
You should start by enabling sales first. Here’s why 👇
⚡️ Sales is the fastest path to impacting revenue.
Your reps are trying to close deals right now. In many cases, stronger competitive messaging could mean the difference between a win or a loss. If you take steps to start enabling them today, you can start impacting deals tomorrow.
📈 Sales gives you a clear way to measure impact.
Competitive win rate and sales confidence are two clear metrics you can own and use to demonstrate the impact competitive enablement has on revenue.
🙏 Sales is the hungriest department for competitive insights.
They hate losing deals and commission checks to the competition. They are looking for every advantage to help them be more confident in sales cycles and win more deals.
📉 Sales is at the highest risk if not supported.
Your sales team is interacting with hundreds, if not thousands, of buyers each month. They are the voice of your company and need to be delivering the right message. If they can’t answer questions about your competition, or worse try to bullshit their way through it, they can eliminate all trust.
🙌 Sales is your most important ally.
Reps give you incredible feedback and input into your CE program. After all, they’re on calls with buyers every day, gathering valuable intel and testing your competitive messaging.
They're also one of the most vocal and visible teams in your org. Prove your impact on sales and it can catapult you into other departments.
Start by enabling your sales team, and other departments like CS, marketing, product, and your executive team will follow.