Exercise 1 of 4
Competitive Intel Sources
24 points
Sort these intelligence sources by reliability tier. Primary sources are most reliable; secondary are interpreted.
Competitor's public SEC filings
Competitor's official documentation
G2/TrustRadius customer reviews
Your sales team's win/loss interviews
Industry analyst reports
News articles about competitor
LinkedIn posts from competitor employees
Rumors from partner channel
📋 Primary Sources
📰 Secondary Sources
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Exercise 2 of 4
Battle Card Anatomy
24 points
Sort these elements: which belong in a battle card vs. which should be excluded?
Quick competitor overview (2-3 sentences)
Key differentiators with proof points
Common objections with responses
Trap-setting discovery questions
10-page competitive analysis
Insults about competitor's product
Unverified pricing rumors
Your full product feature matrix
✓ Include in Battle Card
✗ Exclude from Battle Card
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Exercise 3 of 4
Win/Loss Analysis Categories
24 points
Categorize these loss reasons by root cause.
Missing key integration
Performance didn't meet requirements
UI/UX concerns from evaluators
Didn't engage economic buyer early
Lost to competitor's better demo
Pricing presented poorly
Budget cut mid-cycle
Customer chose to build in-house
🛠 Product Gap
💼 Sales Execution
📊 Market/Timing
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Exercise 4 of 4
Competitive Intelligence Scenarios
28 points
Scenario 1
A prospect tells your sales rep they're also evaluating your top competitor. The rep asks you for competitive intel.
What's the BEST first deliverable?
Scenario 2
You've lost 3 deals to the same competitor this quarter. The VP of Sales wants answers.
What's the BEST approach?
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Score Breakdown
Exercise 1: Competitive Intel Sources 0/24
Exercise 2: Battle Card Anatomy 0/24
Exercise 3: Win/Loss Analysis Categories 0/24
Exercise 4: Competitive Intelligence Scenarios 0/28