In this insightful podcast discussion, we explore how strategic competitor intelligence can transform your go-to-market approach and help build a sales force that succeeds in even the most competitive environments. Steve Gielda of Ignite Selling joins Paul Bramson, CEO of The Paul Bramson Companies, for a dynamic conversation that blends real-world examples with practical guidance for sales leaders and enablement professionals.
Too often, sales teams focus solely on their own products, pricing, and process—without fully understanding the competitive landscape in which they’re operating. This lack of awareness can leave salespeople vulnerable, unprepared, and unable to differentiate themselves in meaningful ways. The result? Missed opportunities and stalled deals.
This episode focuses on how to avoid that pitfall by developing a sales culture that’s fueled by insight and prepared for battle. Steve and Paul share frameworks for gathering relevant competitor intelligence—without overwhelming the sales force—and discuss how to distill that knowledge into actionable selling strategies. You’ll hear why the best salespeople don’t just know their competitors—they anticipate them. And they use that insight to position their solutions more effectively, challenge buyer assumptions, and win.
Key themes covered in the episode include:
- information salespeople actually need to know about their competitors
- The difference between raw data and usable intelligence
- Common mistakes sales leaders make when introducing competitive intel
- How to embed competitor knowledge into training, coaching, and sales conversations
- Why developing a competitor-aware mindset helps build a sales force that succeeds long-term
Whether you’re in sales leadership, sales training and development, or front-line selling, this episode offers an energizing take on how to sharpen your team’s edge in the field. Competitive intelligence isn’t just a “nice to have”—it’s a core competency that separates average teams from high-performing ones.
Tune in and learn how to turn data into decisive action—and how a well-prepared, strategically informed sales force can outperform and outmaneuver the competition time and again.