Intelligence Type 1: Competitive Landscape

What to track:

• Which competitors get mentioned most
• What features/benefits they mention about competitors
• What they like/dislike about current solutions
• Pricing feedback relative to competitors

Action items:

• Update competitive battlecards
• Refine differentiation messaging
• Identify white space opportunities

Intelligence Type 2: Market Timing & Urgency

What to track:

• "Not a priority right now" responses
• Budget cycle mentions
• "Maybe next quarter/year" responses
• Current initiatives taking precedence

Action items:

• Adjust outreach timing
• Create nurture sequences for different buying cycles
• Identify trigger events to restart conversations