When you’re trying to close your pipeline, you don’t want a competitor to derail your deal. How do you stay on top of your differentiation and what the competition is doing? How much should you focus on your competition?

Antonella O’Day joins Rachel Clapp Miller for a conversation on competitors. She talks about:

How to best understand your competitor
The must-have information you need to know and the nice-to-know information
How to avoid providing “air time” for your competitor in the sales conversations

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