Build a World-Class Competitive Enablement Program: A CXO’s Guide

In today’s business landscape, hyper-competition is the norm. A staggering 94% of companies report that their markets have become more competitive over the past year, a trend that has compounded over the last decade. For the average enterprise, 66% of sales opportunities are now competitive, with many companies facing competition in nearly 100% of their deals. But here’s the catch: these competitive deals are also your best opportunities, as they close at five times the rate of non-competitive deals.

The Problem: Companies Aren’t Winning Enough Competitive Deals

What deeply concerns CXOs is that 75% of buyers perceive all the vendors they evaluate as virtually identical, and the average enterprises rates themselves just 1.7 out of 5 in competitive selling – a dismal rating compared to other go-to-market (GTM) functions. The reality is that while the sales pipeline is fiercely competitive, most businesses aren’t adequately prepared to compete and win.

What Our Guide Will Show You

The new CXO’s guide, "Building a World-Class Enablement Program," provides an actionable blueprint to transform your competitive enablement efforts. Here’s what you’ll discover:

1. The 5 Flaws of Old-School Competitive Programs
   Learn why traditional compete strategies fail and how to sidestep these common pitfalls to give your team a competitive edge.

2. Competitive Strategy vs. Competitive Enablement
   Understand the critical distinction between strategy and enablement. While strategy sets the direction, enablement empowers your sales team with the tools and insights they need to execute and win.

3. Building a Competitive Enablement Function
   Get practical advice on structuring your enablement program, including scope, staffing, and core workflows to ensure every sales rep is armed to outperform competitors.

4. Measuring Success
   Explore best practices for establishing key performance indicators (KPIs) and effectively measuring program impact to demonstrate the value of your competitive enablement efforts.

Why This Matters

In an era where buyers are inundated with choices, differentiation isn’t just important – it’s essential. Your ability to enable your sales team with the right competitive insights and tools can be the difference between closing a deal and losing it to a competitor. By focusing on actionable enablement rather than just strategy, you’ll empower your sales team to identify true buying signals and close more deals.

Download the Guide

If you’re ready to take your competitive enablement program to the next level, download the full guide now.