How Kestrova won 18% more competitive deals by rehearsing the takeaway

The challenge

Kestrova sells into a crowded category, and two competitors show up in most deals. Reps knew the battlecards, but the competitor takeaway came out stiff on live calls, usually after the buyer had made up their mind.

What they tried

Enablement rewrote the battlecards twice and ran lunch-and-learns on each competitor. Reps could recite the talk track, but nobody had said it out loud to a skeptical buyer before it counted.

Rolling out Dryrun

Enablement built buyers from deals lost to each competitor and added a competitive line to the scorecard. Reps ran the matching scenario before every late-stage call.

“Reps finally rehearse the competitor takeaway before it shows up on a real call.”

Hannah Byrne, CRO, Kestrova

The results

Within two quarters, win rate on competitive deals rose 18%, and deals lost to the main competitor fell by more than a quarter.