44 min

#31 - Giving 5000 Sellers What They Need to Win | Ben Scheerer and Pete Codevilla, Red Hat The Competitive Enablement Show

    • Business

Adam is joined by Red Hat's dynamic competitive enablement duo Ben Scheerer and Pete Codevilla to talk about how they enable a sales team of more than 5000 sellers across the globe at the enterprise level. They dive into the importance of providing the right competitive content at the right time to the right people, how measuring usage and adoption metrics lets them build better content, and how to build the best battlecard setup.

Timestamps:

(02:06) - Enabling a salesforce of thousands
(11:41) - Establishing different differentiators for different personas
(13:36) - Enabling new sellers with essential content
(19:09) - Using analytics to fills gaps in competitive content
(27:42) - Key stakeholders to tap when creating content
(33:20) - Must have content for sales battlecards
(41:26) - The Holy Grail KPI for compete leads

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://go.klue.com/newsletter-subscribe

Host: Adam McQueen
Producer: Ben Ronald

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 you already use.

Adam is joined by Red Hat's dynamic competitive enablement duo Ben Scheerer and Pete Codevilla to talk about how they enable a sales team of more than 5000 sellers across the globe at the enterprise level. They dive into the importance of providing the right competitive content at the right time to the right people, how measuring usage and adoption metrics lets them build better content, and how to build the best battlecard setup.

Timestamps:

(02:06) - Enabling a salesforce of thousands
(11:41) - Establishing different differentiators for different personas
(13:36) - Enabling new sellers with essential content
(19:09) - Using analytics to fills gaps in competitive content
(27:42) - Key stakeholders to tap when creating content
(33:20) - Must have content for sales battlecards
(41:26) - The Holy Grail KPI for compete leads

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://go.klue.com/newsletter-subscribe

Host: Adam McQueen
Producer: Ben Ronald

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 you already use.

44 min

Top Podcasts In Business

Pushkin Industries
iHeartPodcasts
NPR
Ed Mylett
TED
Tim Ferriss: Bestselling Author, Human Guinea Pig