Competitive Intelligence

Structured knowledge of the alternatives a buyer is considering, and how to position against them honestly.

Doing nothing is the main competitor

In most enterprise evaluations the leading alternative is the status quo. Competitive material that only addresses named rivals leaves the most common outcome unaddressed.

Accuracy is self-interest

Competitive claims that a buyer can disprove in one search cost more credibility than the point was worth. Assume every claim will be checked with the competitor.

RELATED TERMS

Discovery Call

The conversation in which a seller establishes whether a real problem exists, who owns it, and what solving it is worth.

Decision Criteria

The explicit and implicit standards a buyer will use to choose between options.

Win/Loss Analysis

Systematically examining why deals were won or lost, based on evidence rather than on the closing rep's account.

Learn how to apply this: RevOps 101: Revenue Operations Foundations

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