How do your competitors pitch their products?
By: Octopus Intelligence
Start is by taking a look at their products and services. What they are saying to their customers. What is their pricing structure? Also, dig behind their website claims to understand how they position themselves in the market. And understand which of their products or services they think are the most important to them.
Watch and read everything about your competitors. From their conference talks, webinars, public statements, industry journalists interviews and opinions to product demonstrations and sales presentations. Analyse what they are saying and what they are not saying. Compare the new sales presentations with the older versions. What has changed? What else are they promoting and what have they stopped selling and saying? And why? Then dig even deeper still and find out what their salespeople are really saying in meetings, the discounts and offers made.
Now, look at how your competitors target their market? How do they split their market by industry, size or need? What's the structure of their sales teams? Do they use and support resellers and distributors?