Have you ever run out of ideas and arguments while fighting back objections during a demo?
Desperately browsing through all your documents to find that winning line has never been an efficient method! Battle Cards are a tool that will prevent you from being defeated in an argument.
Battle cards are concise compilations of information on your product, the market, your customers, and your competition. With this feature, you can create a wiki that you can use during your web demo, and objections will never throw you off again.
These cards can be created upfront, just like your Playbook and Event Types, and can be opened at any time by simply typing a keyword in the search bar in the bottom right corner.
Creating and using Battle cards
In the Battle cards section, you can create card decks for all different topics (e.g., Objections, Competitors, FAQs), and within these decks, you can create multiple cards. Also, you may want to create team battle card decks (available to your team) or personal ones (available to you only).
Before your demo, make sure to have all the necessary information written in your deck.
During the demo, all you need to do is type the keyword of your card in the box in the right bottom corner, and the card will automatically pop up.
These cards are only visible to you, so your customer will not know where you get all your information from.
Battle cards Best Practices
To set up effective battle cards, you need to create an in-depth analysis of your customer and competitors — not just the information posted on their websites or a three-sentence description of who you think they are.
Let’s suppose you are pitching your product to a new lead. The latter, however, is not sure how you stand out from the competition and starts naming all sorts of competitors. With the Battle cards, you will be able to handle all objections like a pro: type in the keyword, quickly refresh your mind and easily present all possible arguments that will make you win over the competition.
At Demodesk, we believe that a good framework for creating battle cards should include:
Target customers, markets, and opportunities
Customer and segment-specific propositions
Ready for Battle
As your product changes, new competitors come on the scene, and existing competitors change their products or offers, your battle cards will need to change as well. Set your teams up for success by spending some time on battle card creation, and give them the tools to handle questions and objections effectively.