Juliana, any research findings on whether reps should mention competition, and frame that part of…
Chris Ortolano
11

Great point Chris! That would be very interesting to test this.

I’ve found most tech companies reluctant to initiate the competitor convo unless they are (1) in a highly competitive space where explaining their positioning is essential upfront (2) asked directly “who are your competitors?” on the call.

The thing about conversation AI tech like Gong is that now we can allow sales a to A/B test these different approaches to determine what works for our unique case.