Adina Schoeneman

There are a lot of great existing competitive positioning frameworks out there. I think GTM maturity of the company and primary audience & execution priorities should be considered in designing your framework. I don't always stick to a proprietary framework, I tend to stay agile to my stakeholders. Some best practices: 1. Competitive enablement for sales should be a GTM priority. If the sales team is already adhering to a specific selling framework, I recommend aligning with their common met ...Read More

Battlecards, training documentation, or whatever medium you choose to deliver this information should be built specifically for sales as the audience in mind. A couple quick tips: 1. Keep information concise and easily digestible. 2. Get real-time feedback from your sales team. If there is an example from a recent deal or prospect, this is gold. Sales teams love to hear from peers vs. objective information or research. 3. If pricing information is available, share it.  4. External facing documen ...Read More