Battlecard Views Per Competitive Deal

Published on November 28, 2023 by Sawyer Middeleer

Battlecard Views Per Competitive Deal

Perhaps one of the greatest challenges faced in B2B sales is effectively addressing competition. Competitors often pitch similar offerings and differentiation becomes tricky. Nowhere is this task more important than in competitive deals, where your sales team needs accurate, easy-to-access information to establish your superiority and win customers.

This is where sales battlecards come into play, but only when effectively utilized. Enabling your team’s access to account-researched, tailored content is pivotal. But the question remains: how often should your sales representatives be studying these battlecards when preparing for a competitive deal?

In this guide, we explore the role of sales battlecards, their frequency of use in competitive deals, and how the right tool can be a game-changer for your B2B sales.

Sales Battlecards: An Introduction

So, you ask, what exactly are sales battlecards? Picture them as concise playbooks, digestible cheatsheets of crucial information about a competitor. These can include details like product comparisons, strategic positioning, counter arguments, and sales strategies for karma-selling against specific competitors.

Battlecards aren’t tools to be used only when a deal is imminent; rather, they aid the sales rep in effectively forecasting competitive environments. They equip sales teams with information to respond swiftly and strategically during sales calls. Every time a prospect mentions a competitor, your representative should refer to the relevant battlecard.

Battlecard Views & Competitive Deals: The Synopsis

For a well-trained sales team, viewing a battlecard isn’t a one-time act. It should be a regular exercise, carried out multiple times throughout a competitive deal cycle.

Preparation Stage: A battlecard is most valuable when your rep is preparing for the first touchpoint. An overview of the competitor’s offerings, common objections, and value proposition helps your team craft a strategic approach. The insights provided act as ammunition, assisting in opening a meaningful conversation with prospects and confidently handling objections.

During the Sales Cycle: Battlecards should be seen by your representatives regularly during a deal cycle. Each interaction with the prospect might bring up new competitive challenges. So, after every call or meeting, it's a good idea to revisit the relevant battlecard.

Deal Closing: When it comes to sealing the deal, the battlecard becomes a critical asset. By highlighting your solution's unique selling points (USPs) and articulating reasons why it supersedes the competitor, the battlecard aids the rep in building a strong closing argument.

In essence, the more familiar your sales rep is with the battlecard, the better equipped they are in handling competitive deals.

Making Battlecard Usage Seamless with Automation

One common battlecard pitfall lies in keeping the information up-to-date. The competitive landscape changes consistently, and manually updating battlecards requires time and effort. This is where automation platforms, like Aomni, can serve as significant boosters.

Aomni uses AI to automate account research, provide personalized sales content, and offer actionable competitive insights. The entire process, that typically takes hours, can be completed in under 15 minutes. Linked with your CRM, it keeps battlecards updated, assuring your sales force always has the most recent information.

Battlecards: Your Secret Weapon for B2B Sales Success

Battlecard views per competitive deal might sound like cryptic jargon, but the principle is straightforward: the more your sales team studies and utilizes battlecards, the greater your winning edge. Understanding the competitor's approach and developing a strategic counter-approach is an essential step towards every successful deal.

With tools like Aomni that blend automation and AI into the battlecard creation and maintenance process, your sales team is equipped with consistently updated, tactical intelligence at their fingertips. This entirely eliminates the need for manual efforts and enables your sales force to close deals faster and more effectively.

In conclusion, developing a proactive habit of using battlecards multiple times during competitive deals can be instrumental in acquiring more customers and driving substantial growth for your company. With updated battlecards, your sales team can strategically approach each competitive deal armed with the insights needed to emerge victorious.

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