AI Competitive Intelligence & Sales Activation
Turn buyer objections and competitive evidence into a stronger sales conversation.
Led research, positioning and sales activation; built quick lookup and helped deliver in-call assistance.
The decision this work supports
How should a seller address a buyer’s build-versus-buy concerns and explain the relevant workflow trade-offs?
A buyer concern.
A useful guidance path.
A worked example of how competitive evidence can support a sales conversation. Recreated for this portfolio; no company or customer data.
Build vs buy
Ask
What workflow needs to run, and who will own it after the pilot?
Compare
Compare the complete workflow: required integrations, review steps, implementation effort and ongoing maintenance. Make the assumptions about internal time and capability explicit.
Useful next step
Map one priority workflow with the buyer. Agree what a useful pilot must demonstrate and which costs and responsibilities belong in the comparison.
Governance
Ask
What information, access permissions and review requirements apply to this workflow?
Compare
Check approved information sources, access controls, retention requirements, audit needs and human review against the buyer’s own policies. Validate claims with relevant documentation.
Useful next step
Bring the appropriate security, legal or operations owner into the evaluation. Record the requirement and the evidence needed to assess it.
Operational effort
Ask
Who will maintain the integrations, source quality and evaluation process after rollout?
Compare
Consider ongoing ownership, quality checks, workflow updates, exception handling and user support. Separate a product capability from the customer resources required to operate it.
Useful next step
Create a shared responsibility map and define pilot success measures. Confirm who investigates failures and how the team will review continued value.
The business problem
Sellers needed a useful way to discuss general-purpose AI alongside specialized legal workflows. The important questions concerned build versus buy, governance, security, maintenance and commercial value.
What I owned and delivered
I combined public research with AI-assisted call analysis, validated the competitive evidence, and led substantial positioning work. I created field resources and an HTML quick-lookup interface, helped deliver transcript-triggered in-call assistance, and directed, reviewed and signed off the associated seller-training material.
Inside the work
- Research and positioning
- Combined public sources and AI-assisted call analysis with evidence validation to develop comparisons and buyer guidance.
- Seller resources and assistance
- Developed battlecards and HTML quick lookup, and helped deliver in-call support.
- Training and field use
- Directed and reviewed seller-training content, signed off the material and supported rollout.
From problem to use
- Combine public research, AI-assisted call analysis and human validation to identify the questions buyers are actually asking.
- Translate validated findings into comparisons, discovery guidance, battlecards and a quick-lookup experience.
- Review the material with the appropriate stakeholders, train sellers and support its use in live conversations.
The commercial judgment
Use the buyer’s actual concern to frame the comparison. A useful answer explains fit, trade-offs and business value with evidence the seller can defend.
What changed
The program put reviewed competitive guidance into live selling through battlecards, training, quick lookup and in-call support. Seller uptake and confidence were reported qualitatively.
Let’s talk about revenue performance.
For conversations about go-to-market strategy, AI operations, product marketing, sales enablement or commercial leadership, email me or connect on LinkedIn.