The Compete Network

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Canal • 6 podcasts

Marketing

Marketing

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Carreiras

13/12/2022
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16/11/2023

04/07/2024

The Best AI Product Launch

In this episode, Tamara, Andy and Jason compete to present the best AI product launch... no ChatGPT allowed. That would be unfair. REMEMBER, this show is a competition, so someone will be crowned winner at the end: whoever presents the best case for their product. CREDITS: Hosts: Andy McCotter-Bicknell, Tamara Grominsky and Jason Oakley Producer: Grayson Ottenbreit Editor: Stephen Despins The Compete Network by Klue is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps to product marketing at a Fortune 500, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community. TIMESTAMPS: (00:00:00) Introduction (00:05:42) GitHub Copilot (00:18:08) Canva Magic Stuio (00:29:39) Notion AI (00:40:34) And the winner is...

04/07/2024

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46min
23/07/2024

How to Craft a Sales Pitch That Wins in Competitive Markets w/ April Dunford | S4 E3

In today’s competitive landscape, how do you make your solution the clear choice for your best-fit customers? Join us as we uncover the secrets to a compelling sales pitch with April Dunford, author of Obviously Awesome and her latest, Sales Pitch. April reveals how to transform your pitch into a story that helps customers navigate their options, understand the trade-offs, and confidently choose your solution. She also explains why many companies struggle to carry their positioning into sales conversations and how to bridge that gap. Hosts: Rowan Noronha & Morgan J Ingram Guests: April Dunford Producer: Grayson Ottenbreit Editor: Stephen Despins Timestamps: TIMESTAMPS: (00:04:15) What is positioning? (00:06:15) What are the 5 components of positioning? (00:07:38) Why start with competitive alternatives? (00:10:35) How do you tackle positioning when dealing with multiple personas/buyers? (00:18:58) Has your engineering background impacted how you approach positioning? (00:21:55) Difference between positioning and messaging? (00:26:05) Who owns positioning? Is it sales? Product marketing? (00:34:40) How do you combat sales teams who just want to pitch product features? (00:42:31) Walk us through your sales pitch framework. (00:49:13) Can you break down the main components of your pitch? (00:56:20) While building your ICP, how do you handle research? (01:00:51) What is one thing folks get wrong when rolling out a sales pitch?

23/07/2024

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1h2min
12 DE MAR.

POWER HALF HOUR: How to Recruit and Conduct Win-Loss Interviews w/ Jen Doyle & Aldona Dye

This is from our monthly community sessions in The Compete Network where we sit down with Product Marketers and Comete pros to learn tactical lessons quick and fast and quick and.... fast. No wasted time, questions from the community members, all about one topic - it's a power half hour. Join the waitlist for Ryan Sorley's new book 'Blindspots: The Ultimate Guide to Building a Better Win-Loss Program': https://web.klue.com/blindspots Register for Win-Loss workshops with Ryan in Boston and London: https://web.klue.com/blindspots Check out more compete content in the Compete Community: https://community.thecompetenetwork.com/home/content TIMESTAMPS: (00:00) Welcome Jen Doyle and Aldona Dye (00:02:32) Challenges in Win-Loss Interviews (00:05:08) Creating a Strong Win-Loss Target List (00:13:22) Conducting the Perfect Win-Loss Interview (00:20:07) Engaging and Personalizing Interviews (00:24:19) Building Trust and Internal Buy-In (00:25:57) Q&A and Closing Remarks CREDITS: Guest: Jen Doyle, Aldona Dye Host: Adam McQueen Producer: Grayson Ottenbreit Editor: Stephen Despins The Compete Network by Klue is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps to product marketing at a Fortune 500, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community. Klue provides the full picture of your market landscape, continuously updating and connecting the dots to help you win more business. It’s a new way to capture, manage, and communicate competitive intelligence and buyer and market insights from the web and across the company in platforms you already use.

12 de mar.

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30min
21 DE MAR.

The Ultimate Win-Loss Guide w/ Ryan Sorley

Ryan Sorley is releasing a book! So we had him on to talk about it. And a whole lot more than just that – he shares his expertise in the Win-Loss space and he shares some secrets about what's in store for his book launch... 👀 Join the waitlist for Ryan Sorley's new book 'Blindspots: The Ultimate Guide to Building a Better Win-Loss Program': https://web.klue.com/blindspots Register for Win-Loss workshops with Ryan in Boston and London: https://web.klue.com/blindspots Check out more compete content in the Compete Community: https://community.thecompetenetwork.com/home/content TIMESTAMPS: (00:00:00) Ryan Sorley is on the pod! (00:01:26) Ryan's Upcoming Book and Workshops (00:02:27) Deep Dive into the Blindspots Book (00:05:19) Ryan's Origin Story with Win-Loss (00:07:50) Challenges with Writing His First Book (00:11:20) Empowering Product Marketers with Win-Loss (00:14:32) Real-World Win-Loss Success Stories (00:17:28) Validating Competitive Intel with Win-Loss Analysis (00:21:03) The Importance of Reliable Data CREDITS: Guest: Ryan Sorley Host: Adam McQueen Producer: Grayson Ottenbreit Editor: Stephen Despins The Compete Network by Klue is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps to product marketing at a Fortune 500, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community. Klue provides the full picture of your market landscape, continuously updating and connecting the dots to help you win more business. It’s a new way to capture, manage, and communicate competitive intelligence and buyer and market insights from the web and across the company in platforms you already use.

21 de mar.

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26min
14 DE MAR.

Scaling Up Win-Loss Data Collection with Surveys w/ Kevin McLean

Adding surveys to your Win-Loss program will unlock an entire treasure trove of intel you'd otherwise miss. It's a quicker and more efficient way of getting a maximum amount of responses, and Kevin McLean has been the one at Klue driving the ship when it comes to enabling our customers to send more surveys. Join the waitlist for Ryan Sorley's new book 'Blindspots: The Ultimate Guide to Building a Better Win-Loss Program': https://web.klue.com/blindspots Register for Win-Loss workshops with Ryan in Boston and London: https://web.klue.com/blindspots Check out more compete content in the Compete Community: https://community.thecompetenetwork.com/home/content TIMESTAMPS: (00:00:00) Kevin McLean is on the pod! (00:02:55) The Purpose of Win-Loss Surveys (00:06:02) Crafting Effective Win-Loss Surveys (00:08:01) Questions to Include on Win-Loss Surveys (00:12:02) Sharing Insights from Win-Loss Surveys (00:14:02) Maximizing Win-Loss Survey Response Rates (00:16:42) Win-Loss Myths Debunked (00:19:37) Future of Win-Loss Technology CREDITS: Guest: Valerie Bonaldo Host: Adam McQueen Producer: Grayson Ottenbreit Editor: Stephen Despins The Compete Network by Klue is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps to product marketing at a Fortune 500, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community. Klue provides the full picture of your market landscape, continuously updating and connecting the dots to help you win more business. It’s a new way to capture, manage, and communicate competitive intelligence and buyer and market insights from the web and across the company in platforms you already use.

14 de mar.

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24min
7 DE MAR.

Turning Win-Loss Insights Into Action w/ Valerio Bonaldo, Director of Product Marketing @ Seismic

You've run your Win-Loss program, you've added surveys, you've got your results... now what? Valerie Bonaldo, Director of Product Marketing at Seismic, takes us through how her grade A program enables the entire organization from seller to executive with the insights gained from their Win-Loss analysis. Join the waitlist for Ryan Sorley's new book 'Blindspots: The Ultimate Guide to Building a Better Win-Loss Program': https://web.klue.com/blindspots Register for Win-Loss workshops with Ryan in Boston and London: https://web.klue.com/blindspots Check out more compete content in the Compete Community: https://community.thecompetenetwork.com/home/content TIMESTAMPS: (00:00:00) Valerie Bonaldo is on the pod! (00:01:16) Why start a Win-Loss program? (00:02:20) Implementing Win-Loss insights (00:04:08) Stakeholder engagement with Win-Loss analysis insights (00:08:08) Distribution WinLoss insights (00:13:07) Combining Win-Loss with other data sources (00:15:03) Cadence for distributing Win-Loss insights (00:16:55) Sharing Win-Loss results with revenue teams (00:19:17) Valerie's best Win-Loss insights (00:20:35) Challenges with running Win-Loss analysis (00:23:38) Measuring the impact of a Win-Loss program (00:25:55) Best piece of advice for someone starting their first Win-Loss program CREDITS: Guest: Valerie Bonaldo Host: Adam McQueen Producer: Grayson Ottenbreit Editor: Stephen Despins The Compete Network by Klue is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps to product marketing at a Fortune 500, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community. Klue provides the full picture of your market landscape, continuously updating and connecting the dots to help you win more business. It’s a new way to capture, manage, and communicate competitive intelligence and buyer and market insights from the web and across the company in platforms you already use.

7 de mar.

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29min
17 DE JAN.

Starting Your Win-Loss Program w/ Dylan D'Urso

WE'RE BACK. It's 2025, and we're talking about everything Win-Loss, starting with how to start your own Win-Loss program. We get asked all the time about how to run interviews, where to source them and everything in between, but what about those who are just starting their Win-Loss journey? We thought the best person to help you launch your first program is Dylan D'Urso, Senior Competitive Intelligence Manager at Autodesk, because he has built a BEST in-class Win-Loss program there over the past few years – it's a spectacle. (00:00:00) Dylan D'Urso is on the pod! (00:01:13) How Dylan built his own Win-Loss program (00:02:27) First step in building a Win-Loss program (00:05:41) Who is your Win-Loss program for? (00:07:14) Building objectives for Win-Loss analysis (00:09:21) Dylan’s first Win-Loss program (00:11:45) Win-Loss programs at different-sized companies (00:13:55) What deals should be interviewed for Win-Loss analysis? (00:16:49) Sales buy-in for Win-Loss analysis (00:19:44) Win-Loss helping account executives (00:22:10) Win-Loss Analysis Do’s and Don’ts (00:27:28) Win-Loss research objectives CREDITS: Guest: Dylan D'Urso Hosts: Adam McQueen, Hunter Sones Producer: Grayson Ottenbreit Editor: Stephen Despins The Compete Network by Klue is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps to product marketing at a Fortune 500, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community. Klue provides the full picture of your market landscape, continuously updating and connecting the dots to help you win more business. It’s a new way to capture, manage, and communicate competitive intelligence and buyer and market insights from the web and across the company in platforms you already use.

17 de jan.

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31min
21 DE FEV.

How to Conduct Win-Loss Interviews with Sellers w/ Dan Hamilton, VP of Competitive Strategy @ Salesforce

Win-Loss analysis isn't just with buyers – while it is buyer intelligence at the end of the day, your sellers are a major part of the sales process that can't be dismissed. Interviewing your sellers paints the ENTIRE picture of the deal. And nobody knows this better than Dan Hamilton, VP of Corporate Strategy at Salesforce. They've built an incredible Win-Loss program and have been interviewing sellers for years... because they have so many sellers and they know how valuable it is. Register for Klue Quarterly: klue.com/klue-quarterly TIMESTAMPS: (00:00) Dan Hamilton is on the pod! (00:00:35) Canada vs. USA Hockey (00:03:18) The Importance of Seller Interviews in Win-Loss Programs (00:05:09) Seller Win-Loss Interviews vs. Buyer Win-Loss Interviews (00:07:53) Prioritizing Deals for Win-Loss Interviews (00:10:22) Win-Loss isn't Rigid (00:15:19) Sharing Insights With Your Company and Executive Visibility (00:20:10) Combining Seller and Buyer Win-Loss Interviews (00:22:31) Advice for Starting Win-Loss Research CREDITS: Guest: Dan Hamilton Host: Adam McQueen Producer: Grayson Ottenbreit Editor: Stephen Despins The Compete Network by Klue is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps to product marketing at a Fortune 500, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community. Klue provides the full picture of your market landscape, continuously updating and connecting the dots to help you win more business. It’s a new way to capture, manage, and communicate competitive intelligence and buyer and market insights from the web and across the company in platforms you already use.

21 de fev.

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26min
31 DE JAN.

DeepSeek vs. ChatGPT

The AI world blew up when DeepSeek dropped... but the story is still unfolding around us. ChatGPT showed love, but then is now threatening a lawsuit? It's giving mixed signals. We break down the whole story and talk about one of the wildest competitive shake-ups that's hit the AI industry since its inception. Sign up for the February Power Half Hour session about building deal-winning battlecards: https://community.thecompetenetwork.com/home/events/how-to-build-a-deal-winning-battlecard-1kh6rkr6io?agenda_day=6750b9bfc0ba614c2972855d&agenda_track=6750b9bfc0ba614c29728571&agenda_stage=6750b9bfc0ba614c29728562&agenda_filter_view=stage&agenda_view=list Contribute to the industry's largest win-loss report: https://9g7jis37w8y.typeform.com/to/j8KhjJdt? TIMESTAMPS: (00:00:00) The Klue Flu? (00:03:41) The rise of DeepSeek (00:04:54) DeepSeek's impact on AI competition (00:09:30) Open source vs. Closed source AI (00:12:04) Why did DeepSeek succeed? CREDITS: Hosts: Adam McQueen, Hunter Sones Producer: Grayson Ottenbreit Editor: Stephen Despins The Compete Network by Klue is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps to product marketing at a Fortune 500, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community. Klue provides the full picture of your market landscape, continuously updating and connecting the dots to help you win more business. It’s a new way to capture, manage, and communicate competitive intelligence and buyer and market insights from the web and across the company in platforms you already use.

31 de jan.

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18min
28/11/2024

The Future (and Present) of Win-Loss Analysis w/ Ryan Sorley

Hunter nerds out with Ryan Sorley, VP of Win-Loss at Klue, about Win-Loss – where it's going, and where it's been. And Ryan shares his spicy new way of framing Win-Loss, the ReadyGO Assessment. Watch Compete Week sessions on-demand: https://community.thecompetenetwork.com/home/collections/compete-week-2024-2024-11-05 TIMESTAMPS: (00:00:00) Coffee & Compete (00:01:53) Welcome Ryan Sorley (00:02:30) Why Ryan pursued a Win-Loss Analysis business (00:05:23) The current state of Win-Loss Analysis (00:08:06) Ryan’s ‘ReadyGo Assessment’ (00:11:47) The future of Win-Loss Analysis (00:15:37) How to frame a Win-Loss interview CREDITS: Guest: Ryan Sorley Hosts: Adam McQueen, Hunter Sones Producer: Grayson Ottenbreit Editor: Stephen Despins The Compete Network by Klue is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps to product marketing at a Fortune 500, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community. Klue provides the full picture of your market landscape, continuously updating and connecting the dots to help you win more business. It’s a new way to capture, manage, and communicate competitive intelligence and buyer and market insights from the web and across the company in platforms you already use.

28/11/2024

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21min

The Compete Network is the home of the best shows, events, and resources on competing. Created in partnership with the top product marketing, competitive intelligence, and go-to-market voices in the business. Powered by Klue.

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The Compete Network

Principais podcasts

The Best AI Product Launch

How to Craft a Sales Pitch That Wins in Competitive Markets w/ April Dunford | S4 E3

POWER HALF HOUR: How to Recruit and Conduct Win-Loss Interviews w/ Jen Doyle & Aldona Dye

The Ultimate Win-Loss Guide w/ Ryan Sorley

Scaling Up Win-Loss Data Collection with Surveys w/ Kevin McLean

Turning Win-Loss Insights Into Action w/ Valerio Bonaldo, Director of Product Marketing @ Seismic

Starting Your Win-Loss Program w/ Dylan D'Urso

How to Conduct Win-Loss Interviews with Sellers w/ Dan Hamilton, VP of Competitive Strategy @ Salesforce

DeepSeek vs. ChatGPT

The Future (and Present) of Win-Loss Analysis w/ Ryan Sorley

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