Competitive deals are won on preparation, not adjectives. These prompts produce a one-page card per rival: what they pitch, where they are genuinely strong, where they are thin, and the questions that let a buyer discover the difference for themselves.
What's Included
- Their pitch: stated fairly, so your rep is never surprised by it.
- Honest strengths and gaps: credibility comes from admitting the first.
- Switch-the-pitch lines: the ground where you actually win.
- When to walk: the profile that is not worth the discount.
How To Use
- Name the competitor and the segment where you meet them.
- Generate the card and have a rep who lost to them mark it up.
- Keep every card in one workspace so wins update the whole team.
- Revisit each quarter, because their pitch moves too.
Use it alongside objection handling when the name comes up mid-call, and demo prep before a head-to-head evaluation.