Peter MertensDon’t skip analyzing competitive lossesI truly hate losing. I always have. As the youngest of four siblings who all are pretty driven individuals, it naturally fostered a pretty…Apr 20, 2022Apr 20, 2022
Peter MertensCompetitive intelligence is a slow burnEffective competitive intelligence programs must prioritize a deliberate approach to collecting, synthesizing & maintaining competitive…Apr 10, 2022Apr 10, 2022
Peter MertensCrossing the line in competitive intelligenceI’ve written about the topic of ethics in competitive intelligence before. While I didn’t expect it to get much traction, I’ve had more…Dec 6, 2021Dec 6, 2021
Peter MertensDisagree and commitI spend most of my time here writing about competitive intelligence. Obviously that’s because it is a core component of my role at Sprout…Nov 20, 2021Nov 20, 2021
Peter MertensWhy sales hates your battlecards & how to fix themWhen I joined Sprout five years ago to build the competitive intelligence program, sales seemed to collectively scream at me, “WE NEED…Nov 11, 2021Nov 11, 2021
Peter MertensHow to do win-loss analysis with a small teamWin-loss analysis is tough for small teams. Focus your efforts on the highest ROI and scalable strategy: quantitative analysis.Dec 5, 2020Dec 5, 2020
Peter MertensProduct use cases make the competitor, not featuresJust because a product shares some of your features doesn’t mean that they’re your competitor. You may actually complement them.Nov 22, 2020Nov 22, 2020
Peter MertensThe ethics of competitive intelligenceDon’t cut corners to collect competitive intelligence. Have a strong sense of ethics and hold your team accountable to it.Sep 13, 2020Sep 13, 2020
Peter MertensCompetitive intelligence is not a list of product features“Do we have access to [competitor XYZ]’s products? I have something I want to test.”Aug 9, 2020Aug 9, 2020
Peter MertensWhere competitive intelligence sits in an organizationIn my three years at Sprout, here’s where competitive intelligence (CI) has lived in the organization:Mar 4, 2020Mar 4, 2020