Leo on Competitions

Writing about strategy and competitions of all kinds.

Most recently I've been trying to generate a Competitive Intelligence dashboard. In it, we want to provide dynamically and manually updated info on the competitive intelligence services of the team. As such, the controversial SWOT analysis was brought up as an option. Some people mentioned a TOWS analysis, and the battle of acronyms started. I then set myself to analyze: are these really useful and what's the difference?


There are millions of sales principles, tactics, trainings. Sellers know how to articulate value propositions, execute discovery, qualify opportunities, and close the deal. A basic, and often unanswered question is: how can I respond to objections that my competitor planted in my prospect and is affecting perception? Here's a simple workflow to help with that.


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