47 episodes

Wanna get ahead of your competitors, but not quite sure how?Join host Adam McQueen as he talks to the best competitive enablement and competitive intelligence experts in the industry, covering everything from competitive positioning, win-loss analysis, to enabling your reps to win that next competitive deal.You’ll take a tactical competitive lesson away from each episode. Guaranteed.

The Competitive Enablement Show Klue

    • Business
    • 5.0 • 3 Ratings

Wanna get ahead of your competitors, but not quite sure how?Join host Adam McQueen as he talks to the best competitive enablement and competitive intelligence experts in the industry, covering everything from competitive positioning, win-loss analysis, to enabling your reps to win that next competitive deal.You’ll take a tactical competitive lesson away from each episode. Guaranteed.

    Klue at IntelliCon: Masters Series Part III | Matt Tyrer and Alex Knapik

    Klue at IntelliCon: Masters Series Part III | Matt Tyrer and Alex Knapik

    In the third part of this seven-part series, Adam talks to Commvault's Head of Competitive Intelligence Matt Tyrer (01:00) and Milestone Systems' Alex Knapik (16:45) about their takes on the state of competitive intelligence in 2022,  why it's important to roll up the sleeves and get into direct deal support, and how to build trust in CI across the org.

    Listen to past episodes of the Masters Series and check out more compete content on the Compete Network.

    And 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

    Host: Adam McQueen
    Producer: Ben Ronald
    Audio Editing: Josh Kilner

    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.

    • 25 min
    #44 - Getting a Strategic Seat at the Table | Jennifer Roberts, ServiceTitan

    #44 - Getting a Strategic Seat at the Table | Jennifer Roberts, ServiceTitan

    Adam is joined by Jennifer Roberts, Senior Manager, G2M Strategy at ServiceTitan to share how she's earned and kept a strategic seat at the table for her competitive enablement programs throughout her career.

    Check out the brand new Compete Network to find the industry's best competitive content all in one place.

    Timestamps:
    (02:53) - Getting executive visibility into your compete program
    (06:24) - Taking care of your primary stakeholder before broadening your efforts
    (11:18) - Measuring success in a competitive enablement role.
    (13:49) - The pros and cons of using adoption metrics
    (17:33) -  Starting with a small pilot group to measure your compete efforts
    (21:46) - The next steps after laying the foundation of your compete program
    (26:24) - Why Jennifer swears by win-loss programs
    (35:37) - Presenting recommendations to execs
    (39:01) - Jennifer's advice to her younger-self

    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.

    • 40 min
    Introducing Back Office to Boardroom with Clara Smyth

    Introducing Back Office to Boardroom with Clara Smyth

    On this Klue Original podcast,  Slack's Senior Product Marketing Manager Clara Smyth interviews the best competitive professionals in the business to discover how they got from where they started to where they are today. 

    Subscribe and follow Back Office to Boardroom on Spotify, Apple Podcasts or wherever you get your podcasts. And check out more great podcasts like this on the Compete Network.

    Host: Clara Smyth
    Guest: Alysse Nockels, Sr. Director, Head of Competitive Intelligence at Elastic

    About the Compete Network

    The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement community.
    Learn from the best in the industry, connect with other competitive professionals, and share your own experiences with the community. It all happens on the Compete Network.

    • 37 min
    #43 - Prioritizing Competitors in a Crowded Market | Mindy Regnell, Postscript

    #43 - Prioritizing Competitors in a Crowded Market | Mindy Regnell, Postscript

    Adam is joined by Senior Market Intelligence Manager at Postscript Mindy Regnell for this month's edition of the Competitive Enablement Show LIVE. In this episode, Mindy shares her best practices on how she tiers and prioritizes competitors in a competitive market.

    Check out the brand new Compete Network to find the industry's best competitive content all in one place.

    Host: Adam McQueen
    Producer: Ben Ronald 

    Timestamps:

    (0:00) - Introducing the Compete Network
    (7:43) - First step in prioritizing competitors
    (14:29) - Getting internal alignment on prioritization
    (18:10) - How often you should prioritize competitors
    (23:02) - Cleaning up your CRM data
    (29:22) - Saying 'no' diplomatically
    (35:18) - Organizing competitors into buckets
    (38:26) - Mindy's theory on battlecards
    (41:11) - Allocating compete resources to the right competitors
    (48:35) - Setting tiger teams up for success
    (54:43) - Dealing with lower-tier competitors

    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.

    • 59 min
    #42 - The Truth About Making Competitive Content Sales Reps Love | Brock Everett, Shopify

    #42 - The Truth About Making Competitive Content Sales Reps Love | Brock Everett, Shopify

    Adam is joined by Brock Everett,  Competitive Intelligence Ambassador at Shopify, to talk about building competitive content sales reps love based on his experience moving from a sales role to competitive intelligence.
     
    Check out the brand new Compete Network to find the industry's best competitive content all in one place.

    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

    Host: Adam McQueen
    Producer: Ben Ronald 

    Timestamps:

    (02:44) - Why Brock made the move to CI from Sales
    (05:09) - Why sales professionals make good CI professionals
    (08:03) - Brock's biggest surprise after moving into CI
    (11:01) - What's wrong with competitive content today
    (16:05) - Handling objections in sales
    (20:06) - Tackling battlecards
    (25:29) - The power of a boomerang story
    (29:39) - How Brock's perception of CI has changed since starting in his role

    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.

    • 37 min
    Klue at IntelliCon: Masters Series Part II | Ryan Sorley and Jason Oakley

    Klue at IntelliCon: Masters Series Part II | Ryan Sorley and Jason Oakley

    In the second part of this seven-part series, Adam talks to DoubleCheck Research CEO Ryan Sorley (01:51) and Klue's Senior Director of Product Marketing Jason Oakley (15:07) at SCIP IntelliCon 2022 in Minneapolis about their biggest career learnings and the most valuable advice they have to share with the competitive enablement and competitive intelligence community.

    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

    Host: Adam McQueen
    Producer: Ben Ronald
    Audio Editing: Josh Kilner

    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.

    • 29 min

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