Competitive Enablement:
a new way to compete and win more.

Competition in the manufacturing industry has changed. Find out how you can move from the old approach and take your business to the next level.

Schedule a consultation call with our experts to discuss your specific requirements, challenges, and goals. Our consultants will work closely with you to understand your organization's unique needs and provide customized solutions to drive impactful data transformation.

TODAY competitor analyses are still done manually, and during a product launch, data are collected using spreadsheets (mostly Excel files).

This workflow is extremely time consuming and this is why it is rarely performed on a regular base.

Competitor products change over time without you knowing and these analyses are rarely updated.

The information you do have is limited to a few competitors, giving a limited market overview.

Your competitive positioning is lost, resulting in lower win rates and smaller margins.

IMPLEMENTING a competitive enablement software solution will not only streamline your business processes, but also provide valuable insights and data that can give you a competitive edge in the market.

Improved performance and productivity

Increased competitiveneSs

Increased
employee engagement
and morale

WHAT IS Competitive Enablement?

Competitive enablement is the term used to describe the strategies, technologies, and processes that organizations use to improve their competitive position in their industry.

This can include a wide range of activities, such as improving the efficiency and effectiveness of their operations, investing in new technologies, developing innovative products and services, and building strong relationships with customers and other stakeholders.

The ultimate goal of competitive enablement is to help organizations gain a competitive advantage over their competitors and succeed in the marketplace.

WHEN
do you NEED competitive enablement?

If a salesperson really wants to win an opportunity, either the opportunity is very large or strategically important, they research the competition looking for every advantage to win. An experienced salesperson can leverage competitive insights to win large deals and high margins. So, why doesn’t every salesperson do it on every opportunity?
There are three main reasons:

#1
They are too inexperienced to develop their own strategies to leverage insights.

#2
There isn’t enough time to do it for every opportunity.

#3
The time for research isn’t worth it on smaller opportunities. It takes many hours to collect, analyze and strategize.

HOW does it help in the sales process?

Competitive enablement can be used at various stages of the sales process to help a company gain an advantage over its competitors.

prospecting

During the prospecting phase, a company can use competitive intelligence to gather information about its competitors and understand their sales strategies. This can help it identify potential customers who may be considering switching to a competitor, and tailor its sales pitch to address any objections or concerns they may have.

presentation

During the presentation phase, a company can use competitive enablement to highlight the unique features and benefits of its products or services and demonstrate how they are superior to those of its competitors. This can help it win over potential customers and differentiate itself from its competitors.

negotiation

Finally, during the negotiation phase, a company can use competitive enablement to understand the pricing and terms that its competitors are offering, and use this information to offer more competitive pricing or more favorable terms to potential customers. This can help it close more sales and gain a competitive advantage in the market.

NOT just for sales teams and product managers.

While sales teams and product managers may be the primary users of the system, there are several functions within an organization that can leverage competitive enablement to improve their performance and achieve their goals.

Marketing

Marketing can use competitive enablement to develop targeted campaigns and messaging that differentiate the organization's products or services from those of its competitors.

Business development

Business development teams can use competitive enablement to develop strategic offers, new product positioning strategies, or better contract terms to fill gaps in the competitive offering.

Research & development

R&D can use competitive enablement to identify and pursue new technologies and innovations that give the organization a competitive edge.

Imagine that every salesperson could perform like your most experienced salesperson and leverage competitive insights for every opportunity without wasting time.

Contact us to request a free consultation and start boosting your sales today.

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