Why CE should support sales first

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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 sales today, you can start impacting deals tomorrow.

Sales gives you the easiest 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

Sales wants it the most. They hate losing deals and commission checks to the competition. They are looking for every advantage that can help them win more deals and be more confident on calls.

Sales are 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 messaging. 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

The first thing sales can do is 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.

Second, sales is 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.

#competitiveenablement #messaging #salesenablement #enablement