Researching Your Competition

When you’re trying to close your pipeline, you don’t want a
competitor to derail your deal. How do you stay on top of your
differentiation and what the competition is doing? How much should
you focus on your competition?

Antonella O’Day joins Rachel Clapp Miller for a conversation on
competitors. She talks about:

How to best understand your competitor

The must-have information you need to know and the
nice-to-know information

How to avoid providing “air time” for your competitor in the
sales conversations


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