Senior Manager, Global Revenue Enablement
Benedikt is a Senior Manager, Global Revenue Enablement at Riskified, a company helping ecommerce merchants maximize revenue and profit with their AI-powered fraud and risk management platform. His team is responsible for enabling GoToMarket with the right skills, tools and content to succeed in their roles, including consultative selling, product and industry knowledge as well as competitive intelligence. After graduating with a degree in Organizational Psychology and Group Dynamics and starting his career at a small training and consulting firm in his hometown in Germany, Benedikt moved to New York City in 2014. Over the last 10 years, Benedikt has trained and enabled countless customers and internal GoToMarket teams at B2B SaaS companies. He’s a 2023 Sales Enablement Excellence Prize winner, a published author and a life-long student on a quest to constantly educate himself to better serve his customers.
21 March 2024 16:30 - 17:00
The ABC of competitive enablement - align, build & communicate
In an increasingly competitive and complex business environment, simply telling prospects why your company and solution is the best will make your products or services sound like a commodity and not win you many deals. Why? Ask yourself the following question: Could you switch out your company’s name or logo in your pitch or presentation with any of your key competitors - without your prospect noticing? In order to truly stand out from the competition, sales and customer success organizations need to be able to truly add value whenever communicating with a prospective or existing customer. Knowing why you win and lose against specific players and how to play both offense and defense is a crucial part of achieving high win rates. In this presentation, I’d like to share my approach to competitive enablement, including who should own it, how to align internally, what 3rd party tools and services you might want to leverage, as well as different ways to share and communicate competitive insights with your organization.