You might have already read our blog post on Dynamic Comparison and learned how much time and money you can save by allowing our software to do the tedious work of comparing what you already know about your industry and competition.
Well, there are even more benefits to be had by allowing Compelligence to handle this heavy lifting.
The people in your marketing and product teams are likely well versed in framing your products and know exactly what features your customers should be interested in. They’re probably even actively aware of the close competition in your industry, and provide salespeople with that information as well.
But the problem is that your customers aren’t thinking about your industry or which products your marketing team considers comparable products. What the customer knows is their own needs, and odds are that they aren’t just trying to choose one of your products to buy or trying to decide between you and your two primary competitors, they’re looking at every available product that meets their need.
For example, I was recently shopping for a new laptop. So I, like many of my peers, hopped online to go compare some products. I know how much I want to spend, and I know what I need the computer to do. The websites that sell computers, however, don’t always realize what it is that I need. Once I had sorted for my price range, I found myself presented a wide selection of products largely designed around the new Windows 8 touch interface.
Page after page I was being bombarded with how many points of contact the screen tracks or how ‘conveniently’ the laptop origami-folds into a tablet. And while that’s all well and good, they were wasting words on me. All of those marketing teams forgot that they’re also competing with traditional laptops, and phones and desktop computers, for that matter.
It’s really easy to lose sight of what it is to be a customer while you’re immersed in a sales job. We all get caught up in our brand messages and standard channels.
This is why you need a sales battle system.
A responsive system will always be better than any deck of battle cards: the system is unbiased and offers comparisons based on any parameters you like. This allows you to set your sales team up for success by letting them have not only ALL of the relevant information they could want, but this data is all automatically and dynamically compared and crafted into guidance unique to each particular sale.