Competitive selling is similar to a game of chess.  if you don't have a strategy in mind and/or you don't anticipate your opponents moves your chances of winning are not very good. 

Do you know who your competitors are and what makes what they sell different from yours?  More importantly do you know how to sell against them? Do you know how they sell against you? Do you know how to get this information?  In this episode Joe and Mike talk about working with sources of competitive intelligence and offer advice on ways you can increase your competitive effectiveness so you can win more deals.

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