Defining Your Competitors Who does the market say you compete against? Who do your competitors say you compete against? Who do your customers say you compete against?
Turn into positioning statements For (target customer) who (statement of the need), the (product name) is a (product category) that (statement of key benefit). Unlike (primary competitive alternative), our product (statement of primary differentiation).
Rolling out your battlecards Go where your sales team is working Create a pilot program Make training small and interactive Measure a sales readiness score
1. Start small and gain confidence 2. Accept you’re not always the best product 3. Share your success with others Final Thoughts @ClintBuechler [email protected]