But it doesn’t have to be that way. By using UAE Phone Number sales battle cards, you can clearly differentiate your product from those of your competitors, making it easier to close the deal.
In fact, 71% of businesses that use sales battle cards say their win rates have improved as a direct result.
What are battle cards in sales?
Sales battle cards might not be as ferocious as they sound, but they contain all the ammo you need to outsell your rivals. Battle cards provide a visual, side-by-side comparison between your product and that of one or more competitors, demonstrating how you measure up on things like:
Product features
Customer base
Experience
Pricing
Typically running to no longer than a page, they’re an effective way to highlight your key differentiators. Some are designed as customer-facing documents, while others are designed for internal use only. Either way, they take a lot of pressure off your sales reps by acting as a memory aid and closing tool.
Why do sales need battle cards?
Clearly, it’s always important for sales to understand – and have easy access to – the key points that help your product stand out against your competitors. But being more specific, there are two main benefits to using sales battle cards:
1. Understand your position in the competitive landscape
Buyers are better educated today than ever before.
Why? Because they have unprecedented access to information about your company, your product, and your rivals. Once upon a time, buyers had to attend meetings with multiple vendors to understand the types of solutions available to them, but today, they can simply find all that detail online.
So, it’s no surprise that 60% of buyers now prefer to connect with a salesperson during the consideration phase, once they’ve already done their research and compiled a shortlist of potential providers. In contrast, just 19% want to be contacted at the awareness stage, when they’re first learning about a product.
In short, this means your prospects already know at least the basics – and sometimes a whole lot more – about your product. They don’t want to hear a list of features from you. Instead, they want to hear about the specific strengths it offers against your rivals.
If your reps can’t effectively differentiate your product and provide clear evidence as to why a buyer should choose you over a competitor, don’t expect to close many deals.
2. Figure out how to differentiate yourself
It’s not enough to draw up a list of generic “differentiators” to use in all scenarios. You need to get specific by understanding and spelling out your strengths and weaknesses relative to each one of your biggest competitors.
If Company X is cheaper than you, it’s your job to explain why the additional functionality you offer is worth the extra price.
Or, if Company Y has a shorter lead time, you need to demonstrate how the additional steps you take are critical to project success.
Beyond simply listing those relative merits, your sales battle cards should provide punchy, ready-made pitches and one-liners for your reps to use on calls and in meetings. Keep these updated based on what works well (and what doesn’t).
Free Sales Battle Card Template
Need a battle card template to get started?
Try out this one-sheet template that contains everything you need to build out your own sales battle card, arming you with detailed insights as to how your company can provide a better solution or product for the client than the competition.
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Sales Bat