Most companies do not have a dedicated Competitive Intelligence function to keep abreast of their competitors. Instead, CI is done off the side of someone’s desk and its output either does not land with sales, or if it does, it’s not in a format suitable for sales conversations. Given the above reality, how can Enablers equip the Sales team to win more deals against key competitors without additional dollars spent on demand and lead generation? This session will provide a framework for enablers to focus on activities that yield the greatest impact when it comes to increasing their sales teams’ share of competitive wins. Key themes of this session include: - Why you need (at least some) competitive enablement - How to gain competitive insights that are valuable for sales - The types of messaging that resonate with prospects - How to ready your sales team to increase win rates