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What to know about your competition

You will want to understand your competitors as well as your own company.  Critical information includes the following:

Strategy they are most likely to focus on (if they are the incumbent):

  • Ease of doing business

  • Value

  • Return on Investment

  • Complexity of transition to new solution

  • Pricing

Who inside the client are they working with?

  • Level(s) of customer management they work closely with

  • Their “inside coaches” (who is guiding them)

  • Key contacts that favor/do not favor their solution

learn from competition

Strengths / Weaknesses

  • Experience with similar clients

  • Coverage of geographic area

  • Solution provided directly or thru subcontractor

Collaborate with inside coaches and co-workers

Coaches inside your clients will be great sources of guidance.  Proactively take care of these relationships BEFORE you are pursuing large deals.  Remember that others in your organization that are in contact with your client may be able to gather valuable competitive information from their contacts!  


Marc Kitz, Sales Coach 



Checkout my Sales Coaching blog -

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