Competitors can come in all shapes and sizes. Large opportunities you pursue may attract a variety of competitors and a larger number of them than you are used to seeing. Some ways you can think about different kinds of competitors:
Companies like yours in terms of...
Geographic coverage
Depth of resources
Experience with solutions
Companies that have some of your capabilities...
Do they focus on specific cities?
Are their resources specialized in certain areas (deeper than yours?)
Do they have more experience in areas of specialization?
Indirect competitors
Subcontractor to some of the above competitors
Doing nothing
Customers considering continuing with their current approach can be a huge challenge…do NOT underestimate this “competitor”.
Great qualifying question…What happens if nothing changes?
Better understanding your competition can inform your strategy and minimize surprises!
Marc Kitz, Sales Coach
860-836-8979
Checkout my Sales Coaching blog - https://marckitz.com/
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