The Audible-Ready Sales Podcast Researching Your Competition
8 snips
Jun 6, 2023 Antonella O'Day, a sales leader and consultant specializing in sales effectiveness and go-to-market strategy, shares her insights on navigating competition. She highlights the importance of understanding competitors while emphasizing a focus on the buyer. Antonella discusses essential competitor intel, warns against over-analyzing, and outlines strategies like leveraging smaller company advantages. She offers tips on gathering competitive insights through professional relationships and stresses that keeping a customer-centered approach is vital for success.
AI Snips
Chapters
Transcript
Episode notes
Know Key Competitive Facts
- Learn competitors' strengths, weaknesses, and differentiators to shape your sales focus.
- Use that intel to highlight areas where you outperform without giving the competitor airtime.
Map Account Champions
- Identify who the competitor's champion is to assess political strength inside the account.
- Use your champion, allies, and coaches to map influence and shape strategy accordingly.
Differentiate Through Buyer Outcomes
- Differentiation matters only when connected to buyer needs and measurable outcomes.
- Tailoring proof of past outcomes to buyer requirements increases chances of winning.