Understanding your competition is essential to winning deals. A deep dive into competitors helps salespeople position their offerings more effectively and anticipate objections.
Here’s how to do it:
- Start with public data: Review competitors’ websites, product pages, pricing models, case studies, and customer testimonials. Look for differentiators and gaps.
- Analyze customer reviews: Platforms like G2, Trustpilot, or Reddit can reveal real user experiences—what customers love, and what frustrates them.
- Use sales enablement tools: Tools like Crayon, Klue, or Similarweb offer competitive intelligence, tracking changes in messaging, campaigns, and market positioning.
- Talk to your customers: Ask prospects why they’re considering other vendors. If you’ve won deals against competitors, ask what tipped the scale in your favor.
- Monitor social media and press releases: Stay alert to product launches, partnerships, and leadership changes that may signal strategic shifts.
- Create battle cards: Summarize findings into quick-reference guides for your team—highlight strengths, weaknesses, and objection-handling strategies.
A deep dive isn’t just research—it’s preparation. The more you know about your competitors, the better you can tailor your pitch and win with confidence.
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The Sales Accelerator is a weekly sales blog developed by Sales Growth Advisors offering ideas, thoughts, and suggestions resulting in Proven Ideas To Accelerate Your Sales Growth. We are a mid-market sales growth consulting firm that works to grow your business, scale your company, and boost your margin. Our blog is designed to give you brief tips about sales, to educate, to get you thinking about growth, and to get your sales line moving up and to the right! But don’t just take our word for it here – contact us and put our services to work for you!