You’re reading Clari Labs, where we analyze hundreds of thousands of data points to uncover new paths to revenue, so you can exceed your revenue targets. In today’s analysis, we isolated call data from Clari Copilot, Clari’s conversation intelligence tool, to explore how to increase win rates.
You’ve got it all.
A great product. Solid pitch. Even a few go-to jokes to break the ice.
But one unexpected objection can put you on your heels at the worst possible moment.
Even the most prepared reps can get caught off guard with objections like:
-Your price is too high!
-We just don’t have any budget
-How are you different from Competitor X?
The stakes are higher than ever today, and the pressure is on to perform.
Misstepping during critical talk tracks seeds doubt in your buyer’s mind and puts your months of hard work at risk.
And no one can afford more risk right now.
So I started combing through Clari’s database to see what top performing reps do differently to overcome these objections in hopes of finding ways for sellers to close more deals.
And I noticed something interesting: real-time battlecard adoption is red hot.
Interesting…
So I dug in. Then I found something remarkable.
Reps who use real-time battlecards have 10% higher win rates
Real-time battlecards are like cheat sheets for your sales calls.
But instead of printed cards, Clari Copilot populates relevant information on screen, in real time, when certain trigger phrases are spoken by buyers. So for example the pricing battle is triggered by the buyer saying phrases like “too expensive”, “cost”, “budget”, “ROI”, etc.
These “quick draw” talk tracks give sellers the advantage of delivering the most relevant information and confident delivery. And it leads to real results.
Sellers who use Clari Copilot’s real-time battlecards see 10% more wins, on average, than those who don’t.
It makes sense. Even NFL quarterbacks have radios in their helmets to make sure they run the best plays during high-stakes situations.
Which leads to my next point:
If you want to see results, you need to use the right kind of battlecards.
(PS: Clari Copilot, our conversational intelligence tool, comes with seven real-time battlecards built in, so you have a winning talk track in every selling scenario. If you want to take it for a test flight, you can start a free 30-day trial here.)
Sellers rely on battlecards in three specific scenarios
There are dozens (hundreds?) of selling scenarios, but some are simply too high-stakes to lose.
Here are the most common selling scenarios where sellers are using battlecards to gain a competitive edge:
Scenario #1: Pricing conversations
“Can we get a 30% discount?”
Buyers are more hesitant than ever and CFOs are guarding their budget like Dikembe Mutombo. So they’re looking for assurance that they’re making the right decision.
Pricing battlecards help reps provide that assurance.
Imagine if every rep on your team could quickly, confidently, and succinctly tell buyers the:
- Value of your product
- Value provided to similar clients
- Price comparison with competitors
- Flexible payment options (if any)
You’d de-risk purchasing decisions, protect deal size, and keep your price integrity. Overnight.
Scenario #2: Competitor conversations
“But your competitor does this better.”
It's easier than ever to shop around and research options.
And in today’s market, you can bet your bonus that your prospect has been doing so.
Competitor battlecards help reps differentiate themselves as the clear best choice.
And no, that doesn’t mean a feature comparison table.
The faster you can win vendor of choice, the quicker you can displace competitors—which shortens your sales cycle and improves win rates.
Don’t lose winnable deals because your competitive talk track is shaky.
Scenario #3: Product conversations
“How exactly does your Salesforce integration work?”
When talking about your product, buyers expect reps to be clear and concise. But it’s tough to keep up with product changes, value-selling, and customer use cases — all at the same time.
Product battlecards turn every client-facing rep into a product expert.
It’s not enough to have a solid product. You have to be able to deliver compelling talk tracks that make your product a must-have right now.
Product battlecards are the ace up your sleeve.
Want to boost your win rate?
Click here to sign up for a free trial of Clari Copilot, which comes with live battlecards designed to give you confidence when stakes are highest.
You’ll even get access to a set of handcrafted sales battlecards by the always brilliant folks at 30 Minutes to President’s Club. It’s win-win-win.
Sign up and start closing more deals.