Competitive analysis refers to thoroughly researching, analyzing, and understanding key competitors in the market. It helps sales teams craft strategies and messaging that effectively differentiates their offering and resonates with customer priorities.

Assessing competitors also enables identifying their weaknesses to leverage and strengths to counter. Sales enablement should arm reps with competitive insights to combat objections during the sales process. Strategic competitive analysis provides key inputs to guide pricing, roadmap planning, partnerships, and service development.

Ongoing capture of market intelligence through win/loss analysis, product teardowns, surveys and more keeps competitive knowledge current as market positions evolve.

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