When I write a sales playbook, one of my foremost questions of my client is about who is the competition and what are they week at? The idea is simple and well known! Tell me the enemy's weakness and a related strength you have, and our playbook strategy has a chance! Most CEOs arm their sales teams with just their product strengths. That leads to surprises in the field. Don't be that CEO!
NOTE: The learnings from this blog site are not a substitute for a training course; training courses are not a substitute for working together in the field. If the content here resonates and you want to explore further, give me a call.