# [COMPETITOR NAME] Battle Card

## Quick Win Strategy
**Key Differentiator:** [One-line competitive advantage]
**Best Positioning:** [When/how to position against this competitor]

## Competitive Landscape
| Criteria | Us | Competitor | Our Advantage |
|----------|----|-----------|--------------|
| [Key Feature 1] | ✓ Advanced | ✓ Basic | [Specific advantage] |
| [Key Feature 2] | ✓ Native | ✗ Third-party | [Business impact] |

## Objection Handling
**"Their solution is cheaper"**
- Acknowledge: "Price is definitely a consideration..."
- Reframe: "Let's look at total cost of ownership over 3 years..."
- Proof Point: [Specific ROI example or case study]
- Close: "Which is more important - upfront cost or long-term value?"

## Discovery Questions
1. "What's driving you to evaluate alternatives to [Competitor]?"
2. "How are you measuring success with your current solution?"
3. "What would need to change for this to be a strategic win?"

## Value Proposition: [Solution Name]

### Layer 1: Functional Value (What)
- Capability: [Core functionality]
- Benefit: [Direct business benefit]
- Proof: [Metric or case study]

### Layer 2: Emotional Value (Why)
- Pain Point: [Customer frustration/fear]
- Relief: [How you eliminate this pain]
- Outcome: [Desired future state]

### Layer 3: Strategic Value (Impact)
- Business Driver: [Executive priority]
- Competitive Advantage: [Market differentiation]
- Transformation: [Organizational change]

### Elevator Pitch (30 seconds)
"We help [Target Persona] at [Company Type] achieve [Desired Outcome] by [Unique Approach], which typically results in [Quantified Benefit] within [Timeframe]."

### Extended Pitch (2 minutes)
[Structured narrative connecting problem → solution → proof → next steps]

## Common Objection: "We don't have budget"

**H - Halt and Listen**
- "I understand budget is a concern. Can you help me understand..."

**E - Empathize**
- "Many of our customers initially had similar budget constraints..."

**A - Ask Questions**
- "What would need to happen for budget to become available?"
- "How are you currently addressing [core problem]?"
- "What's the cost of not solving this problem?"

**R - Respond with Value**
- ROI Calculator: [Link to tool or specific calculation]
- Success Story: "[Similar Company] saw 300% ROI within 6 months..."
- Risk Mitigation: "We offer flexible payment terms..."

**D - Develop Next Steps**
- "Would it help if I created a business case presentation?"
- "Can we schedule time with your CFO to discuss the numbers?"

## Email 1: Problem Recognition (Day 1)
Subject: "Quick question about [Specific Challenge]"

Hi [Name],

I noticed [Company] recently [Trigger Event]. Companies in similar situations often struggle with [Specific Problem].

Quick question: How are you currently handling [Related Process]?

[Personalized insight or industry benchmark]

Worth a brief conversation?

## Email 2: Value Hypothesis (Day 4)
Subject: "How [Similar Company] solved [Problem]"

Hi [Name],

Since you mentioned [Previous Response/Pain Point], thought you'd find this interesting.

[Similar Company] was facing [Same Challenge] and implemented [Solution] which resulted in:
- [Specific Metric 1]
- [Specific Metric 2]
- [Specific Metric 3]

[Case study link or attached one-pager]

Similar results possible at [Company Name]?

## ROI Calculator: [Solution Name]

### Current State Assessment
| Metric | Current Value | Industry Benchmark |
|--------|---------------|-------------------|
| [Key Metric 1] | [Customer Input] | [Benchmark] |
| [Key Metric 2] | [Customer Input] | [Benchmark] |
| [Key Metric 3] | [Customer Input] | [Benchmark] |

### Projected Impact (12 Months)
**Cost Savings:**
- Reduced [Process] time: $[Amount]
- Eliminated [Waste/Error]: $[Amount]
- Staff productivity gains: $[Amount]

**Revenue Impact:**
- Faster time-to-market: $[Amount]
- Improved conversion rates: $[Amount]
- New opportunity creation: $[Amount]

### Investment vs. Return
- Total Investment: $[Solution Cost + Implementation]
- Annual Benefit: $[Total Impact]
- Payback Period: [X] months
- 3-Year ROI: [X]%

## BANT+ Qualification Framework

### Budget (10 minutes)
- "What's allocated for solving [Problem] this year?"
- "How do you typically evaluate ROI for initiatives like this?"
- "Who controls the budget for [Department]?"

### Authority (5 minutes)
- "Who else would be involved in this decision?"
- "What's the approval process for solutions like ours?"
- "When did you last make a similar purchase?"

### Need (15 minutes)
- "What triggered your interest in [Solution Category]?"
- "How are you handling [Process] today?"
- "What happens if you don't address this?"

### Timeline (5 minutes)
- "When do you need this implemented?"
- "What could accelerate or delay this project?"
- "What are your key milestones?"

### Plus: Competition (10 minutes)
- "What other solutions are you evaluating?"
- "How are you defining success?"
- "What would make this a slam-dunk decision?"