Скачать или смотреть Episode 06: Competitive Analysis and Positioning

How can sales engineers outmaneuver the competition in high-stakes deals?

In this episode, Brett Crane, VP of Solutions at Vivun, discusses the art of competitive analysis and strategic positioning, sharing techniques to gather intelligence, anticipate competitor moves, and craft value-driven narratives that win over prospects.

In this episode, you’ll learn:
1. Proactive intelligence gathering by using tools like battle cards and market feedback to stay informed about competitor strengths and weaknesses.
2. To reframe competitor objections to highlight your solution's unique advantages while maintaining professionalism and credibility.
3. To align your messaging with buyer needs and goals to create compelling demonstrations that resonate.

Things to listen for:
(00:00) Introduction to competitive analysis and positioning
(00:43) Gathering intelligence and creating living resources
(01:19) Detecting and addressing competitor influence
(02:03) Positioning solutions against competitors
(02:59) Key principles for successful competitive analysis

Resources:
Learn more about Bullhorn: Applicant Tracking and CRM System.
Visit the resource library at vivun.com and watch the rest of this video series.