Start from the basics In our experience, here are two commonly asked competitor-related questions in a sales cycle.
- Who do you consider your competitors (for this offering)?
- How is your offering different from Competitor A and/or B?
- It is easier to digest for your revenue team members and your prospects.
- A simple piece of collateral is easier to refresh and maintain. Your competitive collateral should be refreshed regularly as your offerings, and your competitor’s offerings evolve.
- It is easier to templatize a simple format.