Coffee & Compete

Senior Director of Competitive Intelligence at Palo Alto Networks Alysse Nockels joins  Adam McQueen at SCIP IntelliCon 2023 in sunny Scottsdale. Adam and Alysse dish on the most memorable win of her career, how her compete team's priorities have changed in the last 12 months, and why Alysse says you should never, ever deprioritize tactical support for more longterm strategic thinking. As much as...

Director of Marketing Strategy at ServiceTitan Jenn Roberts joins  Adam McQueen at SCIP IntelliCon 2023 in sunny Scottsdale. Jenn and Adam dive into how she's built that all-important culture of compete at ServiceTitan, why she sends a monthly letter to the executive team (and why they go crazy for it) and how you have to lead the proverbial horse to water when it comes to competitive enablement....

Adam is joined by former Gong Head of Sales Chris Orlob to talk about competitive selling techniques Chris swears by. Chris dives into why you'll lose deals if you wait too long to deploy competitive selling tactics, how to win your unfair share of deals by rigging the deal cycle in your favour, and why you should be looking for weaknesses in your competitor's main strength. Learn more about Chris...

Salesforce VP of Competitive Intelligence Dan Hamilton joins host Adam McQueen in sunny Scottsdale to talk about how the competitive intelligence team at Salesforce gets their hands dirty in deal support and impacts change across the entire organization. Dan and Adam dive into taking action on messy CRM data, how Salesforce CI keeps focus and makes the biggest impact and the importance of providin...

Product Marketing Manager Brad Lawless sits down with host Adam McQueen to talk about how Movista deploys competitive intelligence and competitive enablement at scale in a highly competitive industry. This interview was recorded in beautiful Scottsdale, Arizona during SCIP IntelliCon 2023. Make sure to check out Klue's YouTube channel for the full 4K video of the interview.  Timestamps: (00:04) In...

Senior Competitive Intelligence Manager at Amex GBT Chelsea Pula joins Adam to talk about her team's process for prioritizing competitors, the steps Chelsea takes to connect and align with cross-functional stakeholders, and how they determine which differentiations to use against different competitors.  Don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the...

Special guest host Brandon Bedford welcomes Tara Scott (Acuity Insights) and Eric Holland (CureMint Inc.) for this month's installment of the Competitive Enablement Show LIVE. This trio of competitive intelligence and competitive enablement superheroes dive into their experience on what it takes to tip winnable deals in your company's favour.  Starting with making sure you're spending time in the...

Adam is joined by Product Marketer and Host of the New to Product Marketing Podcast Maggie Bean to hear Maggie's journey from being a brand new product marketer to podcast host entering her third season!  The episode kicks off with three pieces of advice for product marketers that have helped her in her career. Then, Adam and Maggie dive into the importance of having empathy for your end-users, th...

The best competitive enablement programs don't have problems with low adoption. But a lot of them did at one point. So we invited two of Klue's most experienced Customer Success Managers to share the best practices they've seen — and preached — first-hand that have led to higher content adoption among their clients. Sophie and Honami talk about the most important areas of focus when building out y...

We analyzed thousands of battlecards to uncover the biggest and most common mistakes. And who better than Competitive Enablement Consultants Sylvia Rayner and Hunter Sones to help diagnose the problem and find the cure? Hunter and Syliva joined Adam for this installment of Competitive Enablement LIVE — our monthly episode where we invite hundreds of members of the compete community to come and ask...

Ashleigh Eisinger talks about the fallout from being laid off from HighSpot and shares her best advice for others caught up in #TechLayoffs. Ashleigh reminisces on what those first few days post-layoff were like, what her job hunt was like and who helped her along the way, and shares some good career news. Don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of t...

Build content in a silo. Blast it out in an email. Wipe your hands clean. Never look at the content again. This is the biggest mistake you can make as a product marketer and compete pro. So how do you avoid it?   In this week's episode, Adam is joined by FloQast's Competitive and Market Intelligence Manager Ashleigh Eisinger for a deep dive into how she increases compete content adoption with her...

Adam is joined by — actually wait — it's not Adam this time. In this episode, Ben takes a turn in the host chair and talks with Imperva's Pat Wall about what it takes to increase sales adoption of competitive intel and compete content in an organization. For a seasoned vet like Pat, he's picked up more than a few best practices on creating a culture of compete at the organization. That's why we br...

Adam is joined by Alex Salop, Head of Product Marketing at the Arbinger Institute, to talk about his experience integrating win-loss analysis insights into his competitive enablement programs. From enabling his sales teams with better battlecards to finding efficiencies in the sales process, including establishing a better qualification process, Alex has seen it all in his 15+ years in the tech in...

Peter Mertens '  first win-loss analysis presentation didn't hit the mark. It's not that he didn't bring valuable insights to the table. It's that he brought the wrong insights to the table. He joined Adam to talk about that first miss and what he learned from it, why a quantitative win-loss analysis program was the right choice for his needs, and how a win-loss program can be a boon to your caree...

It's the first CE LIVE of the year and it was a beauty! Adam was joined by DoubleCheck Research Director Robyn Welfare and Klue's Competitive Enablement Manager Brandon Bedford to talk best practices for sharing win-loss analysis insights with your executive team. Thanks to everyone who joined the session, participated in the chat, and came on camera to ask their questions! Check out our free down...

Win-loss month is here and we've got one of the best to get it going. Tirrah Switzer is the Sr. Director of Product Marketing at Community Brands, newly transplanted West Coaster, dog lover, and compete expert. She joined Adam to answer listener-submitted win-loss questions.  Tirrah is famous within Klue's four walls for having built her compete and win-loss programs at the same time. As you'll se...

We are back for Season 3 of the Competitive Enablement Show! In the season premiere, founder and managing partner at Fluvio Devon O'Rourke joined Adam to talk about what it takes to create a winning go-to-market motion. Devon shares why it's a mistake to put the cart (your product) before the horse (your GTM motion), why the best leaders understand that decisions are always a two-way door, and why...

DailyPay's Allegra Ingerson spills all the tea on what it takes to enable sales reps past onboarding in the sixth and final installment of our Compete Week Replay. In this session, Allegra dives into what she does on a daily basis to enable her more seasoned reps with competitive intel. Watch the full presentation on YouTube . Watch the live Q&A on YouTube . Pod Listener Survey: https://forms.gle/...

Jenny Sung is the Senior Product Marketing Manager at Algolia; she also writes a best-in-class competitive intel newsletter. In this episode of the Compete Week Replay, Jenny takes us through her best practices for how to write, share and maintain a must-read competitive intel newsletter. Watch the full presentation on YouTube . Watch the live Q&A on YouTube . Pod Listener Survey: https://forms.gl...

Who's going to be in your boat helping you row towards competitive success? In episode four of your Compete Week Replay series, Imperva's Pat Wall breaks down his best practices for presenting a competitive strategy to your leadership team. Watch the full presentation on YouTube . Listener Survey: https://forms.gle/zJPZ8dsc6uVAPt4p7 Check out more great compete content like this on the Compete Net...

LeadIQ's Product Marketing Manager Mitch Comstock takes us through the three primary stakeholder groups you need to influence in order to build and keep momentum in your compete program. Watch the full presentation on YouTube . Watch the live Q&A on Youtube Pod Listener Survey: https://forms.gle/zJPZ8dsc6uVAPt4p7 Check out more great compete content like this on the Compete Network . And don't for...

Workato's Matt Coblentz is the star of episode two of our Compete Week Replay. In this session, Matt takes us through three automation hacks he's developed to help him scale manual tasks — and make his life a whole lot easier. Watch the full presentation on YouTube . Listener Survey: https://forms.gle/zJPZ8dsc6uVAPt4p7 Check out more great compete content like this on the Compete Network . And don...

For the soft launch of season three of the Competitive Enablement Show, we're taking a look back at some of our favourite sessions from Compete Week 2022. To kick us off, Benevity's Growth and Market Intelligence Manager Tara Scott takes us through her best practices for briefing execs with competitive intel. For Tara, it all comes down to three main components: getting an executive sponsor, build...

Adam rings in the New Year with a look back at the very best of Season 2 of the Competitive Enablement Show with clips from some of our favourite interviews of the year as we start to look ahead at Season 3. But we need your help! Please take five minutes and share your feedback through this survey so we can make Season 3 our best one yet. Listener Survey: https://forms.gle/zJPZ8dsc6uVAPt4p7 Check...