How to make the most of competitive intelligence in sales

11/26/2013 | Harvard Business Review online

Your company may be able to get a better sense of where the market is headed by paying attention to the competitive intelligence that salespeople have received from customers, writes marketing professor Joël Le Bon. "Our research has found that reps who are able to make the best use of competitive information are those who are highly adaptive -- that is, they're able to interpret the information and adjust their selling approach accordingly," he writes.

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