Many years ago I was part of the U.S. Army Security Agency. Their purpose is to collect intelligence on our country's enemies. This isn't as cool as it sounds, there were no cloaks, daggers or vodka martinis shaken or stirred involved. Mostly the ASA collects newspapers, records radio and TV broadcasts and scans magazines. They analyse these to look for patterns that might give off a clue to what the "bad guys" are up to. You can perform the same role for your company. Have your reps collect as much information about the competition as possible. Have them ask their customers for collateral materials and proposals from competitors. Keep a file on each competitor and review them to look for patterns in their activities. Put together a competitive profile for each competitors. This will help your reps to formulate sound competitive proposals and to counter competitive objections.
Make A Difference!
Thanks Jim Busch
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