Competitor Overview

• Company size, funding, market positioning
• Target customer profile
• Pricing structure and model
• Recent news and announcements

Feature Comparison Matrix

• Their features vs your features
• Your key advantages
• Their advantages (with mitigation strategies)
• Technical differentiation points

Objection Handling Scripts

• "You're more expensive than [competitor]"
• "They have [feature] you don't have"
• "We're already using [competitor]"
• "They're the market leader"
• 3-5 additional common objections

Discovery Questions

• Questions that expose competitor limitations
• Questions that highlight your strengths
• Trap-setting questions for qualification