To level-set: A competitive takeout is a strategic move for B2B orgs that requires careful planning, precise targeting, and compelling messaging to outmaneuver competitors and win over potential customers.
In this episode, Latané and Mac welcome 6sense VP of Enterprise Sales Kyle Hollingsworth to impart his wisdom about competitive takeouts in relation to pipeline generation.
The first step, Kyle explains, is identifying the right opportunities for competitive takeouts, such as product launches or new market entries. Using technographic data helps to narrow down target accounts, tailor messaging, and deliver value.
All three speakers stress the importance of efficient execution and scaling across target accounts. Kyle also outlines a strategic approach to messaging, advocating for BASHO emails that lead with value and outcomes.
To conclude the chat, Kyle mentions his favorite experiences with competitive takeouts, highlighting the satisfaction and fulfillment that comes from closing deals that have taken years of strategy and effort.
