Discovery Call Role Play

Why Now?

  • The competitive landscape is becoming very hard to manage.
  • Leadership assigned a budget to prioritize Competitive Intelligence (CI).
  • They are looking at multiple tools.
  • What do you mean by “the landscape is very hard to manage”?
  • Who are the primary competitors you need to track? How many?
  • Are you losing competitive deals?
  • Why are you losing those deals? Is it close? Is your sales team not equipped to deposition the competition? Address objections, landmines, etc.?
  • What’s the feedback been from sales?
  • What’s your competitive win rate? Do you a target in mind for next quarter?

CI Program

  • PMM does competitive mainly on their own with the help from sales enablement sometimes.
  • Not looking at CI as much as I’d like. Why? What takes priority over it?
  • Battlecards are over 6 months old and out of date. Is anyone using them? Why do you think not?
  • Battlecards are mainly slide decks
  • CI program isn’t really a program, very ad hoc. What would envision your ideal CI program looking like?
  • Give all materials to the VP PM to help get the content to sales
  • I don’t have any KPIs, hard to measure success
  • I rarely sit in on sales win/loss calls
  • What happens if you don’t fix your CI program? What’s the risk?


  • Wants something in place in the next two months for the next quarter
  • Budget has been allocated by management
  • What’s driving your timeline? Is there any consequence if you can’t hit that deadline?
  • What is your budget?
  • How are you going to measure the success of this program?

Tech Stack

  • Salesforce, Google, Slack, Highspot
  • Ask enablement person: where does the sales spend most of their day? In what tool?
  • How are they using Highspot? Have you tried putting battlecards in there? Why didn’t it work?


  • What are the primary criteria you’re going to be using to compare solutions? What’s most important to you?
  • Can we try ranking that list?