There is no better feeling than winning against your competitors. Eliminating competitor threats and strategically developing a sales process is paramount to winning in today’s fierce sales environment. Blueprinting your competitors will allow your sales organization to focus on their weaknesses and avoid revenue gaps.

Blueprinting tools

• Research your competitors websites
• Subscribe to their RSS feed to receive updates when they happen
• Join their Linked in, Facebook and other social profiles
• Determine their SEM campaign by using tools such as Keyword Spy
• Use research databases such as Hoovers to develop better insight
• Determine what type of CRM or other analytic tools
• Prepare  for future solution releases

Company’s today typically have content rich websites that will give you plenty of information on their functions and services. Social media profiles is another great source of information to find future release dates on solutions/services and marketing campaign tactics. With lead generation being more important than ever before, using tools such as Keyword Spy will allow your organization to benefit off your competitors SEM failures.

Does your competitor use an effective way of managing opportunities and marketing campaigns? Make an emphasis to determine your top competitors CRM and analytic software. Make sure that your sales team is using better tools or of the same caliber. Furthermore, prepare your staff on how to address new solutions/promotions that your competitors are selling. Does your solution offer a better price? If not, what tools can you give your sales team to overcome this obstacle with your prospects?

Preparing and mapping out key objections and obstacles prior to making sales calls will increase sales- guaranteed.

Eliminating competitor threats

Competitor Solution -Strengths | Weaknesses | Potential Threats

What does your target prospect already have with your competition? Evaluate and determine if features/ functions in your solution are a Nice to Have, Should Have, or a Must Have. Prepare your staff to avoid selling on features/functions that are Nice to Haves, and Should Haves. Tailor a sales process such as Paint-the-Picture ® around the weaknesses of your competitor to increase sales revenue. Thanks for reading and we encourage opinions and comments on this subject.

Related Links

Paint-the-Picture® -Sales Process

Evolution of a sales 2.0 as a strategy

Keyword Spy

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