Highlight the straight facts and intel your reps need to deposition the competition.
“Vandelay Industries has greatly decreased their investment in exporting in order to focus more on importing.”
Add context to the fact to unpack why it matters in a competitive deal against this competitor.
“Most enterprise companies require a partner that provides a comprehensive solution, inclusive of both the importing and the exporting.”
Guide your rep through the call with a killer talk track and how to use it relating back to the initial fact.
“Vandelay is definitely a strong player on the import side — no question about it. But I imagine a company like yours needs a solution that supports the export side as well. We’ve seen Vandelay really scale back their resources on the export side in the last six months. Can I show you how our solution supports both?”
Building great battlecards is the first step you should be taking for your competitive enablement program. The FIA framework is here to set you up for success.
Check out our blog to dive deeper into FIA (and see an example that isn’t based on an episode of Seinfeld).