If you’re in a red ocean market, choose some relevant competitors to look at. You should start with a few market players to gain experience in gathering insight. As you get going, you can still expand your view.
Choose your most important competitors and some competitors that show the market’s diversity. That’s enough for now.
If your market is a blue ocean?
In that case, you even be able to watch them all. That will help you notice when the waters are turning red.
Let us know in the responses how you decided which competitors to watch.
Have you ever experienced a poorly prepared salesperson?
They didn’t close the deal, right?!
If you want to be recognized as a well-prepared partner, look closely at your major accounts and prospects. Follow their channels and make sure you know and understand what’s going on. They will appreciate your effort and answer with the same respect you show.
Because business relationships are human relationships too. Everyone looks for appreciation. And by showing interest in your contacts, you prove your appreciation.
If you’re selling to or working with key accounts that allow for tailored Market Mapping, take your time. It’s worth every minute you invest.
Please share your stories about well or poorly-prepared people in the responses. How did they shape the situation?