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PMA's Battlecard template
Battlecards provide a quick summary of your competitor's product offering so your sales team can better handle questions and objections when talking to a prospect.
Your battlecard will be very specific to your business and product, but here’s an overview of the key components any killer template should include plus a few example fillers to fuel your own.
💡 Remember: battlecards should be concise so don’t waffle and keep your points sharp throughout.
Overview
Brief description of your company, product (incl. very top-level overview of 1-3 features) and audience.
Customer pain points
Why do people buy your product?
💡 Example: vulnerable to data breaches, outdated email marketing solutions, unable to self-sufficiently conduct market research, etc.
Key features
How does your product address all of the customer’s pain points?
Quick tips
How can your sales reps get the most out of the opportunity?
💡 Example: Find out what their current solution is early on, ask how many contacts they have, discover what their goals are, etc.
Key differentiators
How do you fare against the competition? Why should people choose you over them?
Metric
You
Competitor 1
Competitor 2
Price
Speed
Support
Security
Apps
There are no rows in this table
Questions to ask
List two or three questions your reps can ask to best position your product.
Third-party validation
Do you have any reputable accreditations or endorsements? What do existing customers say about you?
💡 Example: “We’re a Gartner-recommended company”, “Customer X took out our service and saw Y return in Z months”, “Customer A completed task B in 20 minutes with us, compared to two hours with competitor C”, etc.
Why we win
How does your product benefit others? And where have you won in the past? Back each benefit up with proof.
Handling objections
What common objections do you face? And how can a sales rep constructively respond to these in a way that keeps the pitch on track?
Pricing
An overview of your pricing, plus how it compares to your competitors’.
Who
Monthly
Annually
You
$50.00
$100.00
Competitor 1
$60.00
$150.00
Competitor 2
$70.00
$200.00
There are no rows in this table
Relevant customers
Which customers do you already have that they’re likely to relate to? Well-known brands are great for this but remember, if you’re targeting an SME they’re more likely to relate to other SMEs over Fortune 500 companies.
Additional resources
Persona templates:
Use cases:
FAQs:
💡 Point/link people to the relevant documents.
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