Lost Without a Compass: Navigating the Path to Peak Sales Performance at GoTo

Kristen Session on December 10, 2024

Maps are an important navigation tool. But for sales enablement professionals, a map isn’t always enough.

Sales enablement professionals need a map and a compass to navigate the road toward peak sales performance. “We’ve got to be agile enough to redirect ourselves but not lose sight of that north star,” said Teri Long, VP of Revenue Enablement at Mindtickle.

GoTo is an organization that understands the transformative power of leveraging both the map and the compass. Recently, the team at GoTo developed their Sales Compass, an integrated ecosystem powered by Mindtickle that supports sellers throughout the purchase journey and empowers them to reach peak performance.

“GoTo needed to be really clear about where they wanted to go and how they could back into that,” explained Long.

At the Sales Enablement Summit in Boston, Long joined Tara Medeiros, Sr. Director of Sales Enablement at GoTo, to explore how GoTo has used its Sales Compass to transform rep behavior and drive better business outcomes.

Optimizing the tech stack

The GoTo team recognized challenges with efficiency and seller productivity. Upon further investigation, it became clear that the root cause of some of these challenges was related to the company’s tech stack.

“We’ve had a lot of growth through M&A activity over the last nine years,” explained Medeiros. “Our sellers are no strangers to change and pivoting. When things aren’t working well, the enablement team is the first to hear about it.”

One recurring piece of feedback was that there were too many internal tools and systems. “It was absolutely overwhelming,” said Medieros.

The enablement team knew they couldn’t control all the company’s systems and tools. Instead, they focused on what they could change and how they could make a significant impact.

“We landed on this notion of creating more of an enablement platform,” explained Medeiros. “But for us, it became more of an ecosystem, which we internally call our Sales Compass.”
Tara Medeiros
Sr. Director of Sales Enablement, GoTo

Sellers are first introduced to the Sales Compass during the interview process. During the presentation round of the interview process, candidates are given a digital sales room (DSR), a page devoted specifically to them. On the DSR, they can find details on expectations and how they’ll be assessed. “We want them to know that if they choose to be a seller at GoTo, we’re going to invest in them,” said Medeiros.

For the team at GoTo, champion building has been a key part of building and launching the Sales Compass.

“You can’t move any needle forward unless you have your champions,” said Medeiros. “Sales leadership was obviously #1. We pulled them into the process extremely early so they felt as if they were building it with us – which they were.”

The enablement team also worked to gain buy-in from product marketing. “With our LMS and our CMS, product marketing didn’t have much insight into the content they were creating,” said Medeiros. The Sales Compass was going to solve that pain for them, but it also came from our budget, so they were totally on board. We pulled them in really early and made sure that they were with us the whole way through.”

Guiding and influencing leadership

All too often, sales enablement teams simply do the bidding of others. But increasingly, teams are moving away from enablement as a service – and working to get a real seat at the table.

To earn a seat at the table, the team at GoTo knew they must be able to prove impact. In the past, this wasn’t always easy. 

"Before this ecosystem existed, we were making constant requests to sales opps,” explained Medeiros. “We’re not always their top priority. I know that. I get that.”
Tara Medeiros
Sr. Director of Sales Enablement, GoTo

Today, the team at GoTo holds monthly performance review calls, where leaders from different areas come together to address performance issues and make improvement plans. Thanks to the Sales Compass, the enablement team always has the data they need at their fingertips.

“We know we must be seen as a must-have organization and not as nice to have organization. The only way you can really do that is if you’re showing up with data and you’re making actual correlations,” said Medeiros. “Beforehand, data was in disparate systems. I had attendance records over here and certification completions over there, and there was no way to really tie it in a meaningful way. Now, we finally have that seat at the table.”

Integrating with impact

Every enablement team aims to have an impact. But the team at GoTo knows that impact must go beyond a check box exercise. Now, GoTo has the data needed to prove impact and adjust as necessary. “We have data at every turn,” said Medeiros.

One of the biggest impacts of adopting their new Sales Compass is that sellers can more easily find what they need.

“Our reps were spending so much time just looking for information,” explained Medeiros. “We had everything spread out over a disparate LMS, a disparate CMS. Our call recording was done in a separate tool as well.”
Tara Medeiros
Sr. Director of Sales Enablement, GoTo

Today, everything is centralized, and reps can find information within the workflow. “There’s less clicks for the reps, and more direct access to the content they need – quickly,” said Medeiros.

“The CRM integration is huge,” she continued. “They live in the CRM. Let’s meet them where they’re at.

Prior to rolling out its new ecosystem, GoTo also introduced a new sales methodology, which required sellers to undergo significant behavior change. GoTo has embedded its sales process into its Sales Compass, which allows the company to quickly identify what’s working well and where there are gaps or inefficiencies.

We know they went through the training, they’ve completed the certification,” said Medeiros. “We have that data, that’s easy. But are they implementing it? Are they following the process as it’s been outlined for them? This tool has given us the ability to easily check in and be that proactive support role, instead of reactive.”

Improving sales results with digital sales rooms

Digital sales rooms are one Mindtickle feature that GoTo’s sellers have embraced with open arms.

“This was easily the best feature to get our sellers on board. This excited them, this engaged them,” explained Medeiros. “It was the DSR that got our sellers to understand the real impact that this new platform could have for them because it changed the way they communicated with their customers.”

Digital sales rooms drive big impact

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“We had three deals that were really on the line, totaling just under two million ACV,” explained Medeiros. “All three of those deals cited the DSRs as being a competitive advantage because it presented so well and so buttoned up and allowed communication flow to be that much easier.”

DSRs also track activity and provide data on how buyers engage with content, how sellers execute mutual action plans, and how they follow up with customers. In addition, new contacts can be created in Salesforce anytime a champion forwards a DSR to someone else. “That’s work that the reps aren’t having to do,” said Medeiros. “That sphere of influence is growing without reps having to do anything.”

What’s next for GoTo?

Already, GoTo has seen a big transformation by implementing their Sales Compass – not to mention significant results in terms of sales productivity and performance. But they’re not stopping there.

Recently, GoTo merged its sales and marketing teams under one revenue organization. “Next up on our plate is really thinking about our first-ever revenue kickoff, instead of just a sales kickoff,” said Medeiros. “We’re really eager to see what the platform can do with an event like that.”

The team also plans to start experimenting with AI role-plays, which is a Mindtickle feature that enable sellers to practice their skills in dynamic scenarios with a realistic, AI-powered bot. “We’ve already got ideas spinning around like ‘can you beat the C-suite?’”

In addition, the GoTo team plans to dig into Ideal Rep Profiles (IRPs). IRPs in Mindtickle enable teams to define the behaviors and competencies of their top performers. “We want to pull all that data in and try to replicate and pull as much of that into our programming as possible,” concluded Medeiros.

Unlock GoTo's Secrets to Peak Sales Performance

Watch the webinar to see how GoTo’s Sales Compass is transforming sales success with actionable insights and innovative tools.

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Tara Medeiros recorded this session while she was in her role as senior director of sales enablement and has since moved on from GoTo

What are Sales Battlecards and How Can Your Sales Team Benefit from Them?

Poornima Mohandas on December 10, 2024

B2B buyers are more informed than ever before. Just ask any sales rep.

Sure, most prospects are researching your company before reaching out. But they’re scoping out your competitors, too.

Recent research found 57% of all sales deals are competitive. That means your sellers will encounter questions about your competitors and how you stack up.

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Ensuring your sellers are properly equipped to address (and overcome) any competitive queries is critical. That’s where sales battlecards come in.

In this post, we’ll explore everything you need to know about sales battlecards, including what they are and why they’re important. We’ll also share plenty of tips and best practices for creating sales battlecards that help your sellers conquer any competitive deal that comes their way.

What are sales battlecards?

Sales battlecards are an effective tool for ensuring reps are experts on their competitors’ offerings. But what are sales battlecards?

They provide an overview of how your company stacks up against the competition. Sales battlecards distill key factors about your own company and your competitors, which may include:

Products

Services

Features + functionality

Pricing

A sales battlecard may compare your company to a single competitor. For example, HubSpot might create one comparing their marketing automation offering to that of ActiveCampaign.

Other sales battlecards compare a company against multiple competitors. For example, a multi-competitor one might show how HubSpot stacks up against ActiveCampaign, Mailchimp, Salesforce Marketing Cloud, and Marketo Engage.

Some sales battlecards are created as an internal resource for sellers to use. Others are developed as customer-facing collateral. We’ll explore the different types later on.

How are sales battlecards important for competitive selling?

Creating battlecards takes time. Is it really worth the effort?

Yes, without a doubt.

Competitive intelligence battlecards are a powerful tool for competitive selling. In fact, they’re proven to improve sales outcomes. According to research from Crayon, seven in 10 businesses that use them say they’ve boosted their win rates.

Competitive knowledge is key to sales success. But sales reps are busy people. They simply don’t have the time to keep up with every product or feature change announced by a competitor. Sales battlecards can help bridge the gap.

Here’s how battlecards help reps during the course of a deal:

Product and service offerings are always changing and evolving. Competitive intelligence battlecards help ensure sellers always have the latest information about their competitors – and how their own offerings stack up. However, it’s essential they’re updated on a regular basis.

One-size-fits all pitches don’t work. Instead, sellers must develop pitches that address the unique needs and challenges of each seller.

In some cases, a sales rep knows which competitors a prospect is considering. Sales battlecards can help reps tailor their pitches in a way that addresses how their offerings are a better solution than what the competition has to offer.

Sellers are no strangers to objections. A recent analysis found that 63% of sales calls have more negative sentiment than positive. Competitive mentions are one example of negative sentiment.

As such, objection handling is a key sales skill. Specifically, reps must be prepared to address objections related to competitors.

Imagine a prospect considering two competing products. They might raise objections such as:

  • Why does the competitor’s product have these features – and yours doesn’t?
  • Why are these product features important when your competitors don’t have them?
  • Why is the competitor’s product less expensive?

Battlecards help sellers understand how their offerings stack up against a competitor. That way, they can anticipate buyers’ objections – and be equipped to address them head-on.

What are the types of sales battlecards?

There are many different types of sales battlecards. Each type is used in different circumstances.

Single competitor vs. multi-competitor

You might develop a sales battlecard that compares your business to one competitor. These can be a great resource for sellers who are working with prospects who are further along in the sales funnel and have shared what other options they are considering. These single-competitor sales battlecards provide a detailed look at a competitor’s strengths and weaknesses.

Some organizations also develop a sales battlecard that pits the company against multiple competitors. They can be a great resource for reps when they’re working on deals that are higher up in the sales funnel. Typically, they include less detail than a single competitor battlecard.

Competitive

Competitive battlecards provide information on a company’s key competitors. This information might include:

  • Company information
  • Product and service information
  • Pricing
  • Target audience

They are a great resource for ensuring sales reps know how your company stacks up. Competitive battlecards also help sellers anticipate objections so they can be prepared to address them.

Product

These ensure sales reps know the ins and outs of the products they’re selling. These battlecards may incorporate information including:

  • Customer challenges
  • How the product helps address these challenges

Some product battlecards focus on a single product offering. Others compare multiple product offerings – and how they each address specific use cases.

Marketing

Marketing battlecards focus on the marketing strategies of key competitors. These zero in on who the competition is marketing to and what strategies they’re using to position themselves as the right choice for that market.

For example, one competitor may position themselves as the lowest-cost option. If your solutions are more expensive, your reps must be prepared to articulate why that is the case.

Marketing battlecards may also incorporate other information on competitors’ marketing strategies, including:

  • Strategic partners
  • Key marketing channels

Prospect-specific sales

Some battlecards can be used more generally. For example, a multi-competitor, customer-facing sales battlecard can provide a great overview of how your company differs from its key competitors.

However, there are times when it makes sense to create a prospect-specific sales battlecard. This sales enablement battlecard can address the specific, unique pain points of the prospect – and how your solutions stack up to your competitors in terms of solving those pain points.

How to create effective sales battlecards

Sales battlecards are a great resource for your reps. They can have a positive impact on sales outcomes – when they’re thoughtfully created and your sales reps know how to use them.

So, how exactly should you go about creating one? Here are a few best practices to guide the process.

Step 1
Start with a template
Step 2
Determine your competitors
Step 3
Chose your focus areas
Step 4
Do your research
Step 5
Revisit them often

Start with a template

Starting your sales battlecard from scratch can seem overwhelming. Instead, consider starting with a template that suits your needs and use case. Using a template will save time – and it’ll help ensure they all have a consistent look and feel.

Remember: a template should only be a starting point. Be sure to adapt the template as needed so it meets your needs.

Choose your competitors

Start by making a list of your key competitors. Then, add details about how often and when each typically comes up in the sales process. If you’re not sure, ask your sales team for insights.

These insights can help you determine what type is needed for each competitor. For example, if your sellers often lose deals to a specific competitor, it makes sense to develop a battlecard focused solely on that competitor. However, if another competitor is brought up earlier in the purchase journey – but you don’t often lose deals to them – you can include them in a multi-competitor sales battlecard.

Determine your sales battlecard focus areas

Next, you must determine the categories to include in your sales enablement battlecard. Some focus areas to consider are:

  • Product features
  • Cost
  • ROI
  • Customer support
  • Customization options

The focus areas of your sales battlecard will depend on the type you’re developing and the intended audience. For example, a customer-facing multi-competitor battlecard will likely include fewer focus areas than an internal, single competitor version.

Of course, you want to develop battlecards that put your brand and offerings in the best light. However, it’s important to be honest, too. If there’s an area where a competitor outshines you, be sure your sellers know how to articulate why this is the case.

Do your research

It’s important to ensure the information on your sales battlecards is accurate. If a prospect notices an error, you’ll lose your credibility – and likely, the sale.

As such, it’s important to do plenty of research when developing them. Much of your research can be done online. For example, you can find product feature information on your competitors’ websites. In addition, you can read reviews from current and past customers to gain insight into user experience. A generative AI tool like ChatGPT can also be a great tool for conducting high-level competitor research.

In addition, ask for feedback from teams throughout the organization. For example, the sales team can explain why deals are often lost to a specific customer. Marketing teams, on the other hand, likely have insight into a competitor’s online presence and marketing strategy.

Revisit them regularly

Sales battlecards aren’t a one-time project. Instead, they need to be revisited often.

Why? Your products and features will change and evolve in the future. So will that of your competitors.

It’s important to ensure they always reflect the latest and greatest information about your business and your competitors. That way, your sales reps can confidently share their knowledge and be equipped to overcome objections.

How to use them

Creating great battlecards is foundational. But it’s also important to ensure your sales reps know they exist and how to use them. Otherwise, the time and effort spent creating them will be wasted.

With that in mind, here are a few best practices for using them.

Do's

Don'ts

  • Store your them in a single location
  • Provide training, enablement, and coaching on how to use them
  • Ensure sellers know which ones are internal and which are customer-facing
  • Leverage conversation intelligence to ensure sellers are putting their knowledge into practice in the field
  • Communicate when a new one is available
  • Welcome feedback – especially from top sellers – and incorporate this feedback into new versions

 

  • Distribute them via email or store via disparate platforms
  • Assume sellers know how to use sales them
  • Distribute internal sales battlecards to prospects
  • Assume sellers are applying their competitive knowledge in the field
  • Make your reps find them on their own
  • Create the sales battlecards once and never revisit

 

#1: Ensure they are centrally located and easily accessible

Some sales organizations may still use printed sales battlecards. But most have made the transition to digital sales enablement battlecards. It’s important to ensure they are housed in a central location so your sales reps know exactly where to find them.

Some organizations opt to store them in Google Drive, Microsoft OneDrive, or a similar solution. However, a better approach is to store your sales battlecards within your revenue enablement platform. That way, sales reps can easily find exactly what they’re looking for – anytime and from any device.

In addition, a sales productivity tool with content management capabilities makes it easy to make updates to them. That means your sales reps can always access the latest and greatest versions of each sales one. You no longer have to worry about them using an outdated sales versions.

Empower your sellers to win more competitive deals
Sales reps must have deep knowledge of their own products. But they must also become experts on their competitors’ offerings.

Sales battlecards are a great resource for both new and veteran sellers. They provide reps with the information they need to confidently articulate how they differ from the competition. They also help sellers anticipate buyers’ objections – and ensure they’re ready to overcome those objections.

The best place to house your sales battlecards is within a revenue intelligence platform like Mindtickle. That way, your sales teams can access the sales training, sales enablement, sales content, and conversation intelligence they need to win against the competition – all in one place.

Salesforce - Asset Hub

#2: Provide enablement and coaching on how to use them

You’ve created a collection of sales battlecards. But you shouldn’t assume your sellers know what to do with them.

It’s important to provide sales training, sales enablement, and coaching to ensure your reps know how and when to use the sales battlecards available to them. Training, bite-sized exercises, and practice opportunities can help ensure sellers understand:

  • Which ones are available to them
  • The intended audience for each one (internal vs. external)
  • Which ones they should use in which sales scenarios

Sales managers can also leverage conversation intelligence to ensure sales reps are actually putting their knowledge into practice in the field. If there are knowledge gaps, sales managers can provide additional coaching to close those gaps – and improve sales outcomes.

#3: Communicate when there are new ones available

Over time, there may be a need to create additional versions. Each time a new one is available, make sure to let the sales team know. That new sales battlecard may just be the ticket to winning their next competitive deal.

#4: Ask for feedback

Your customer-facing teams interact with prospects day in and day out. They’re well aware of your key competitors and why they’re losing deals to them. So be sure to ask for their feedback on a regular basis. Incorporating feedback from your top sales reps can help improve the effectiveness of your sales battlecards.

Best practices to create sales battlecards

Sales battlecards can equip your sellers to effectively address competitive questions and objections – and come out on top. But simply creating a them doesn’t guarantee it’ll be effective.

So how can you create more effective sales battlecards? Here are a few best practices to consider.

Focus on the right competitors

You might spend a lot of time creating outstanding battlecards. But they’ll sit unused if they don’t include the competitors your sellers most often encounter in the field.

Be sure to create them for the competitors you’re most often up against. But don’t just guess. Instead, analyze data and ask the experts: your sellers.

Include top competitive objections

Your sellers are bound to encounter objections related to a competitor. Your sales battlecards can help sellers anticipate objections and understand how to address them effectively.

Be sure to include common competitive objections in your sales battlecards. It’s also a good idea to provide recommended responses for each common objection.

Consider the format

Sales battlecards can take several different formats. Be strategic about what format you use.

It’s a best practice to use digital sales battlecards. That way, you can store them in a sales content management system so sellers can easily find them. In addition, you can make updates in real-time so you know your sellers are always using the latest and greatest versions.

Make the content easily digestible

Often, sellers need to quickly access competitive information on the fly. They don’t have time to read and comprehend lengthy reports about each competitor. Instead, they need to be able to quickly scan the battlecards to find the information they need.

Be as concise as possible and use techniques like headings, bullet points, and numbering to make the content as easy to scan as possible.

Welcome feedback

Sales battlecards are a tool to make your sellers more effective at overcoming competitive questions and objections. But how do you know if they’re making sellers’ lives easier? By asking the sellers themselves.

Be open to feedback from your sales team. They have unique insight into what’s working and what’s not. You can use these insights to optimize your battlecards for maximum effectiveness.

Update regularly

Products, competitors, and market dynamics are always in flux. It’s important to regularly review and update your battlecards to reflect these changes. That way, your sellers are always equipped with the most accurate, up-to-date information.

Empower your sellers to win more competitive deals

Sales reps must have deep knowledge of their own products. But they must also become experts on their competitors’ offerings.

Sales battlecards are a great resource for both new and veteran sellers. They provide reps with the information they need to confidently articulate how they differ from the competition. They also help sellers anticipate buyers’ objections – and ensure they’re ready to overcome those objections.

The best place to house your sales battlecards is within a revenue enablement platform like Mindtickle. That way, your sales teams can access the sales training, sales enablement, sales content, and conversation intelligence they need to win against the competition – all in one place.

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This post was originally published in November 2023 and was updated in December 2024. 

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