Competitive Situation Assessment
Discover which competitors prospects are evaluating to position differentiation effectively and develop winning strategies against specific alternatives.
npx gtm-skills add sales/qualified/competitive-situation-analysisOutcome
Competitive situation identified in ≥8 opportunities in 1 week
Leading Indicators
- Competitive discovery completion rate
- Competitor identification rate
- Decision criteria clarity
- Competitive intelligence quality
Instructions
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On first 10 discovery calls, ask directly: 'What other solutions are you currently evaluating?' and 'How are you comparing alternatives?'.
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Identify competitive set: direct competitors, indirect alternatives, status quo (doing nothing), build vs buy options.
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Understand evaluation criteria: ask 'What's most important to you in selecting a solution?' to learn how they're making the decision.
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Probe competitor engagement level: 'How far along are you with [competitor]?' to understand deal stage with alternatives.
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Uncover competitive gaps: 'What do you wish [competitor] could do that it doesn't?' to find opportunities for differentiation.
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Log competitive situation in Attio: competitors being evaluated, evaluation stage, decision criteria, gaps identified.
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Track PostHog events: competitive_situation_identified, competitor_named, status_quo_bias_detected, build_option_considered.
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Set pass threshold: Competitive situation identified in ≥8 opportunities in 1 week with ≥60% having active competitor evaluation.
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Analyze win rates: compare close rates when competing against specific competitors vs status quo.
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Document which competitive discovery questions reveal most useful intelligence; proceed to Baseline if threshold met.
Recommendations
Time
5 hours over 1 week
Play-specific cost
Free