Developing Strategy with TAS Competitive Analysis

The Competitive Analysis view helps sales professionals to develop competitive strategy. For each competitor, the sales team can evaluate strengths and weaknesses and anticipate the competitor’s strategy. The view also help the sales team to assess its own position against the competitor and to refine its strategy to win the deal.

Note: If you are analyzing a competitor’s strategy, then enter the information in the Competitors list.

When you determine your strategy, enter a summary in the Our Competitive Strategy text field in the Competitive Analysis view.

This task is a step in Process of Managing Target Account Selling.

To add competitive analysis information

1. Navigate to the Opportunities screen, then the Opportunities List view.

2. Drill down on the Opportunity Name field of an opportunity record.

3. Navigate to the Target Account Selling view, then the Competitive Analysis view.

4. In the Competitors list, create a new record, and complete the necessary fields.

   After you have analyzed your competitors, you determine your strategy in the deal. Evaluate the anticipated action of your competitor to enter your strategy in the Our Competitive Strategy field.