Here’s an interesting initiative from inside a customer of mine. Their Sales Ops support has just gained an excitable fresh momentum from one of their best and longest serving reps being awarded a sabbatical, with nationwide remit to improve individual sales skills.
One of the first things he’s focused on is beating their single major competitor. Keen on uncovering themes as to why they win out, particularly referencing accounts that switch to him, he wants documented a one-liner as to why they came over. (Which we’re proactively capturing for them).
The immediate response is expected to ape ‘cos I’m a winner rep’ flannel, but upon further pressing, he expects to highlight quality intel on which to base his competitor elimination coaching.