Klue Hits the Road, Competitive Enablement and CX, A Bold Prediction

On the Road Again, Just Can’t Wait to Get on the Road Again 

Klue at SCIP

The Zoom fatigue is real. 

And while having to dress professionally only from the waist up is a nice perk of the work-from-home life, we are very very ready to get back to in-person events. 

That’s why we’re sending four of our most outstanding Kluebees — and Adam McQueen — to Minneapolis, Minnesota for SCIP IntelliCon 2022 next week! 

Jason S., Jason O., Mel, Lauren (and yes Adam) will be holding down the fort at the Klue booth and checking out some of the great speakers and workshops IntelliCon has on offer this year. 
Make sure to stop by our booth and say hey if you’re planning on heading to the Twin Cities.

But if not, stay glued to Klue’s Social channel and the Competitive Enablement Show podcast feed for some live-ish reporting from the field. 

We’ll be sure to bring you the highlights, the sights and sounds, and we’ll even snag a couple interviews with attendees along the way. 

And for a look at some of the very professional preparation that has gone into the event from the Klue team, check out this short video

 Cam Mackey: CX Suffers without Competitive Enablement

SCIP article

Speaking of SCIP…

Just when you were sick of seeing my name all over the Klue BlogSCIP CEO Cam Mackey comes in hot with an incredible essay arguing that Competitive Enablement is vital to customer experience. 

That’s because there’s often a chasm between what buyers/customers expect and what they’re actually getting.

What Customers ExpectWhat They’re Actually Getting
85% of buyers expect sales reps to demonstrate a firm understanding of their business
86% of buyers expect a trusted advisor relationship with sales reps
Source: Salesforce, State of the Connected Consumer
57% of buyers say sales reps don’t know enough about their business
73% of buyers say most sales interactions feel transactional, rather than consultative 
54% of customers say it generally feels like sales, service, and marketing don’t share information.

In a world where competition is fierce and customer experience is everything, Competitive Enablement comes in to save the day by helping close that gap between expectations and reality. 

Having a centralized system where reps can access and share company, market, and competitor intel deepens their understanding of the challenges buyers face. 

And that same centralized system allows your sales, CS and marketing teams to collaborate and problem-solve in one unified space. 

For a deeper dive into these takeaways, and to check out some seriously powerful CE testimonials from compete experts like Justin Topliff, Sunil Murthy and Chris Agnoli, read Cam’s entire article here

 A Chief Competitive Officer in the C-Suite? 

Pat Wall, Imperva, Differentiating in the Cyber Security Space

What do you call it when you’re drafting a newsletter and looking to include a LinkedIn post from a Competitive Enablement champion.

Then, you find the perfect post from one of your favourite experts — and friend of the Competitive Enablement Show.

And then you find out the author of the post will be speaking at IntelliCon, which fits into the overarching theme of your entire newsletter? 

Well, you don’t really call it anything because it’s a very obscure and unique circumstance. 

But let’s go with serendipity. 

Anywho, Imperva’s Pat Wall made a bold prediction that, one day soon, we all hope will come true.

Pat Wall Newsletter

With experts like Pat moving the profession forward, there’s no doubt in my mind that his prediction will become reality. 

For more awesome competitive content like this:

Thanks for reading this week’s edition of Coffee & Compete. As always, please reach out to me and the rest of the team with your thoughts and feedback. 

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