Competitive Deal Prep

Mission

Get an account team ready for the next meeting on one competitive deal without inventing what the buyer wants, what the competitor has, or how the deal will go.

The output is preparation, not a close plan. It says where the deal stands, who is really in it, what the buyer has actually said matters, what the next meeting has to establish, which proof fits, and where the team is exposed - each line traceable to a call, a record, a market source, or labeled as an assumption.

Use this skill when

• a rep or PMM asks to be prepared for a named account, opportunity or meeting
• the team is "up against" a named or unnamed competitor in one deal
• someone wants to know what matters before the next call with this account
• a deal has stalled and the team wants to understand the competitive picture in it
• a request bundles deal prep with one objection or a proof ask - take the account, and route the pieces that belong elsewhere (Step 10)

Do not use this skill when