Sales Representative — Market Analysis & Competitive Intelligence
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What you'll learn:
Understanding the bedrock of sales success. - **Description:** This day focuses on advanced market segmentation techniques and building highly detailed target audience personas. We'll move beyond basic demographics and explore psychographics, behavioral patterns, and buying motivations. The goal is to deeply understand your ideal customer profile (ICP). - **Resources/Activities:** - **Expected Outcomes:** Solid understanding of advanced segmentation methods, creation of detailed and actionable ICPs, and a clear understanding of the value proposition for each ICP.
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What you'll learn:
Identifying and understanding your rivals. - **Description:** This day covers advanced techniques for mapping your competitive landscape. We'll dive into various competitive intelligence gathering methods, including web scraping (with ethical considerations), social media monitoring, and analyzing competitor financials. - **Resources/Activities:** - **Expected Outcomes:** A comprehensive understanding of your competitive landscape, identification of key competitors, and establishment of ongoing competitive intelligence gathering processes.
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What you'll learn:
Dissecting competitor strategies. - **Description:** This day delves into the specifics of competitor analysis. We'll dissect competitor product features, pricing models, and positioning strategies in detail. The aim is to understand how competitors are differentiating themselves and how you can position your product/service effectively. - **Resources/Activities:** - **Expected Outcomes:** Detailed competitive analysis of product features, pricing models, and positioning strategies, and a clearer understanding of your competitive advantages.
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What you'll learn:
Turning knowledge into actionable sales strategies. - **Description:** This day focuses on how to integrate competitive intelligence into your sales playbook and training materials. We'll explore how to handle competitor objections, counter their positioning, and leverage your competitive advantages in sales conversations. - **Resources/Activities:** - **Expected Outcomes:** Incorporation of competitive intelligence into sales playbook and training materials, improved ability to handle competitor objections, and enhanced sales effectiveness.
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What you'll learn:
Looking ahead to anticipate change. - **Description:** This day is about understanding broader market trends and industry dynamics. We will delve into future-focused research, assessing industry reports, and analyzing market forces driving change and how to position yourself to capitalize on them. - **Resources/Activities:** - **Expected Outcomes:** Understanding of market trends and industry dynamics, ability to forecast future market opportunities, and development of proactive strategies for success.
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What you'll learn:
Making sense of the data. - **Description:** This day explores the use of data analytics and visualization tools to analyze market and competitive data. We'll learn how to interpret data, identify patterns, and present findings in a clear and compelling manner using tools like Excel (advanced functions), and data visualization software (e.g., Tableau, Power BI - learn the basics if unfamiliar). - **Resources/Activities:** - **Expected Outcomes:** Ability to analyze market and competitive data, create effective data visualizations, and present findings in a clear and concise manner.
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What you'll learn:
Putting it all together. - **Description:** This day is about synthesizing the knowledge gained throughout the week and developing strategic recommendations for sales and marketing. We'll create an actionable plan based on the market analysis and competitive intelligence findings. - **Resources/Activities:** - **Expected Outcomes:** A comprehensive understanding of market dynamics, a clear strategic action plan, and the ability to articulate recommendations that drive sales success.
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