Who This Helps
This is for you if your team's great analysis gets stuck in endless review cycles. The Market Intelligence & Positioning course gives you a framework to cut through the noise and get to a clear, approved strategy. It turns competitor noise into a one-page positioning artifact your whole team can execute against.
Mini Case
Zaid's team spent 3 weeks analyzing 47 competitor claims. They had a 50-slide deck full of data, but leadership couldn't decide on a path forward. Sound familiar? By running a focused Win-Loss Evidence Cut, Zaid isolated the 3 key reasons they were losing deals to one specific rival. This evidence became the core of their new positioning, which was approved in one meeting.
Do This Now (5 Steps)
- Gather your last 10 win and loss reports from sales.
- Isolate the top 3 repeated reasons for losses. Ignore the one-off complaints.
- Map those loss reasons directly to competitor claims you've tracked.
- For each matched claim, find one piece of your own evidence that counters it.
- Draft a single slide with this pattern: "They say X, but our evidence shows Y."
Avoid These Traps
- Don't try to address every competitor claim. Focus only on the ones costing you deals.
- Avoid using internal jargon. Frame evidence in terms your customer champion would use.
- Don't present raw data snippets. Turn each evidence point into a simple, repeatable story.
- Skipping the win analysis. Understanding why you win is just as crucial as knowing why you lose.
- Letting perfect be the enemy of good. A 70% confident insight now is better than a 100% insight after the quarter ends.
- Forgetting the customer's voice. If your evidence doesn't reflect what buyers actually say, it's just opinion.
- Building another giant deck. Your goal is one page of concentrated insight.
- Going into the stakeholder meeting without a clear recommendation. Analysis alone asks for a decision; insight proposes one.
Your Win by Friday
By Friday, you'll have a one-page positioning artifact grounded in real win-loss evidence. You'll walk into your next stakeholder sync with a clear story, not just data. You'll replace "Let's circle back" with "We should proceed because..." and get the green light to execute. That's a good Friday.