Preface
I became interested in competitive intelligence while I was working at Xerox as a Strategic Account Manager. For large accounts, sales do not happen every day. Instead, managing relationships with various stakeholders—decision makers, users, influencers, and gatekeepers—to understand what is going on with the customer and with competitors is the prerequisite for good sales preparation and success. To this end, competitive information is perhaps one of the most important assets a salesperson possesses. If information is power, competitive information is competitive power!
A sales force is an organization’s eyes, ears, and voice, but salespeople often do not fulfill their mission to acquire, evaluate, and transmit competitive intelligence ...
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