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The key to POC success – Scoping – but right
Reaching a 80% conversionrate in POCs is not that hard. For me there are 2 main requirements. It’s all about the case What is that? Business case centric? Of course we scope a POC, we have this 25 page word document that we go through with the customer that touches every feature and function that…
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POC Conversionrate – Play to Win
You are a startup with some really cool technology and everyone says so. Your sales organisation is busy filling up the pipeline with calling, mailing, meeting prospects and your sales engineer(s) are busy with running proof of concepts (POCs) – sometimes called proof of value (POV). But the revenue numbers at the end of the…
Kategorie: POC
Podcast
School of Presales – The Podcast by Rainer Schuppe
Welcome to the ‘School of Presales’ podcast, your ultimate guide to mastering the art of software presales for startups and discovering what it takes to become a top-tier sales engineer. I’m your host, Rainer Schuppe, a seasoned presales veteran with two decades of invaluable startup experience.
In this podcast, we’ll explore the dynamic world of presales, sharing insights, strategies, and tips on excelling in this crucial role. Whether you’re a budding sales engineer looking to sharpen your skills or a startup founder seeking the best SEs for your team, this is your go-to resource. Let’s dive into the exciting journey of presales excellence and unlocking your startup’s true potential.
What is Competitive Intelligence? And why do we need it?
Introduction:
Welcome to the School of Presales podcast with your host, Rainer Schuppe. In today’s episode, we delve into the realm of competitive intelligence (CI). Stay tuned as we uncover the importance of CI in the world of presales and how it can give you a competitive edge.
What is Competitive Intelligence?
Competitive intelligence, often abbreviated as CI, is the strategic gathering of information about competitors in the market. It involves understanding how competitors operate, their messaging, target markets, strengths, weaknesses, and pricing strategies. By obtaining CI, presales teams can differentiate their products, refine their messaging, and make informed decisions.
Why is CI Crucial?
CI is vital for several reasons:
– It helps distinguish your product from competitors, showcasing your unique value proposition.
– It aids in understanding market trends and identifying opportunities and threats.
– CI enables effective objection handling by addressing customer concerns about competitor offerings.
– It ensures your product remains relevant and competitive in a constantly evolving market landscape.
Gathering Competitive Intelligence: Strategies and Tactics
There are various methods for gathering CI:
– Website analysis: Examining competitor websites for product offerings, pricing, and messaging.
– Conference interactions: Engaging with competitors at industry events to glean insights.
– Product testing: Installing and testing competitor products to understand their capabilities and limitations.
– Customer feedback: Speaking directly with customers, especially those using competitor products, to understand their experiences and preferences.
– Internal CI teams: Assigning dedicated personnel within your organization to focus on gathering and analyzing CI.
Ethical Considerations and Best Practices
While gathering CI is essential, it’s crucial to maintain ethical standards:
– Avoid misrepresentation or deception when interacting with competitors.
– Respect non-disclosure agreements and legal obligations, especially when hiring employees from competitor firms.
– Ensure CI is disseminated responsibly within your organization and used for strategic purposes rather than unethical practices.
Conclusion
Competitive intelligence is a powerful tool in the presales arsenal, offering valuable insights into competitor strategies and market dynamics. By leveraging CI effectively, presales teams can refine their approach, enhance their product positioning, and ultimately drive success in a competitive landscape.
Thank you for tuning in to this episode of the School of Presales podcast. If you have any questions or topics you’d like us to explore in future episodes, reach out to us via our community or LinkedIn page. Until next time, this is Rainer signing off.
If you like to learn more about this topic join our community https://school-of-presales.mn.co (subscription only, 14 days trial period) or read along the blog on the website https://schoolofpresales.com.
This podcast complements the offering. Here I will share my thoughts, tips, stories and more about my journey in Presales and what I learned from it.
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