Write battle cards for the three competitors you meet most
Where you win, where you honestly lose, and the question that reframes the comparison.
Group 6.5.4
Inside this
- Pick the three competitors that appear most in your lost-deal notes30m
Use your own notes, not a market map. The ones that appear in your deals are the ones to prepare for.
- Write where you win, where you lose, and the reframing question for each6h
One page per competitor. The honest losses are what make the wins believable.
- Give the cards to whoever takes demos and review use after a month1h
A card nobody opens is decoration. Ask in the next lost-deal review which card was used.