This is the second in the series from my Pecha Kucha presentation for our SLA Competitive Intelligence tournament. In the first I described life as a competitive intelligence professional back in 1985.
This will focus on maximizing your ROI (return on investment) while providing market intelligence. You want to prove your worth as soon as you can. First you must find out what is missing that you CAN PROVIDE ETHICALLY! We conduct interviews with those who fund our competitive intelligence initiatives, as well as those we know will ultimately be great sources of CI (CI sources and users will often be the same people, but not always).
I was fortunate in that I came from field Sales, so I knew sales intelligence was an area where I could improve our company’s ROI by helping them win more deals. I had a good idea how I could help without interviewing anyone, since I knew what we were missing. We didn’t have regional detail on how to win against specific competitors. We just had a global outlook on the competition, and this was too broad to be useful. In addition, people in Sales didn’t know each other, so I could connect individuals who were combating the same competitor, and let them strategize together. Then I could share their success story so others could take advantage and win more deals. This would pump up the sales force, so they would share even more with me, since they liked this kind of publicity.
Competitive intelligence is a support role. You need to shelf your ego. I learned that I portrayed a cooperative attitude which I have since dubbed “cooperative intelligence”, which opened up the floodgates of sharing from Sales in particular. I went to them on a mission to help them, rather than to extract information from them. This was a first for them. Since I was a giver and a listener, this cut through politics and promoted information sharing. When you give without the expectation of something in return, anyone can tell.
There are more subtle ways to gain brownie points with Sales. I noticed that most staffers were coming to sales people with requests for information repeatedly, and that their requests were often for similar or even for the same information. I decided to become a conduit for others in our headquarters staff to centralize and consolidate their requests for information from Sales. Sales loved this since this reduced the number of staff requests. I also kept track of what other staffers had collected from Sales, so that I could intervene in some cases when Sales had recently already provided this data to a different staffer. Staffers appreciated this too since most of them didn’t like to call Sales with requests for information. This is a great way to insert yourself into the Sales process and prove your value. It doesn’t take much extra time, and Sales is really grateful.
Even doing all these things “right,” it still took me about 2 years to connect with Sales throughout our company. You cannot rush connection and relationships. It takes time to build trust.
It took me a little longer to connect with Sales Vice Presidents, the subject of my next blog.
Filed under: competition, competitive analysis, Competitive Intelligence, competitor, connection, Cooperative Intelligence, D. Sales Intelligence Articles, Ellen Naylor, sales intelligence, sales people, SLA |