Build Battle Cards That Focus On Buyer Priorities
Insights Into Building Battle Cards That Help Sales Reps Win Deals
February 6, 2012
Why Read This Report
Sales reps need battle cards to anticipate and counter competitors' claims in sales conversations, but today's battle cards are little more than side-by-side product comparisons. Sales enablement (SE) professionals will help sales reps outmaneuver competitors by developing battle card content from the customers' point of view — using buyer problems and priorities to frame the points and counterpoints that matter to them. This report outlines Forrester's standardized approach to building battle cards to help your sales reps win competitive deals.
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Customers are the new market-makers, reshaping industries and changing how businesses compete and win. Success depends on how well and how fast you respond. Forrester Research gives you insights and frameworks aligned to your role to shorten the time between a great idea and a great outcome, helping your teams win in the age of the customer. Contact us to learn more.
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Table of Contents
- Buyers Engineer Competitive Deals
- The Battle Card Design Point Is A Competitive Conversation
- Beat Competitors By Understanding Customers
- Build Battle Cards That Begin With Buyers
- Example: Building Battle Cards For Security Content Suites
- Bringing Your Battle Card Together
- Finding Frontline Insights About Competitors
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