Welcome to a new episode of "Driving New Sales: Transforming Small Businesses into Sales Powerhouses." In this podcast, hosted by sales expert Sean O'Shaughnessey, we delve into the intricacies of competitive analysis in sales, a critical skill for sales professionals, managers, and business owners in mid-sized companies. This episode is brought to you by the podcast "Two Tall Guys Talking Sales," a joint podcast by Sean O'Shaughnessey and Kevin Lawson.

1. Analyzing Client’s Vendor Relationships: Understand the importance of examining your clients' past and current vendor choices to glean their preferences and decision-making processes.

2. Understanding Client Preferences for Competitors: Dive into why clients prefer specific competitors, considering factors like cost, quality, service, and innovation.

3. Differentiating from Competitors: Learn to identify gaps in your competitors' offerings to position your solutions effectively.

4. Strategic Positioning in Sales and Marketing: Master the craft of aligning your product’s strengths with your client's needs through strategic messaging.

5. SWOT Analysis for Clients: Utilize SWOT analysis to understand and effectively help your clients reach their goals more efficiently than your competition.

6. Integrating Competitive Insights: Explore ways to integrate competitive insights into client conversations, positioning yourself as a knowledgeable partner.

• "It's not just about understanding your competitors; it's about strategically leveraging this knowledge to enhance your sales approach."

• "If you are precisely the same as your competitor, why should the prospect change vendors or select between you and your competitor?"

• "A great sales organization will customize the standard marketing message to the needs of each potential customer or prospect."

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1. Conduct a Vendor History Analysis: Investigate your client's past vendor choices to understand their evolving needs and preferences.

2. Undertake Competitor Analysis: Perform a detailed analysis of why clients prefer certain competitors, utilizing customer feedback and industry reports.

3. Perform Gap Analysis: Identify gaps in competitors' offerings and compare them to your own, extending this comparison to various aspects like customer service and pricing strategies.

4. Refine Strategic Positioning: Regularly update your strategic positioning based on market research and client feedback.

5. Develop Client-Specific SWOT Analyses: Craft a tailored SWOT analysis for each key client, focusing on how your solutions address their unique challenges.

6. Strategically Use Competitive Insights: Integrate your competitive insights into sales conversations in a consultative manner, focusing on the unique value of your offerings.

You can learn more about this episode at http://newsales.expert/2023/11/understanding-competitive-landscape-recognize-your-clients-relationships-with-your-competitors-to-better-position-your-offerings-driving-new-sales-transforming-small-business/