Thanks for reading my articles and commenting on them. I will post replies soon.
As for the kind words, I’m just telling it like it is!

Hi Mauco,

Bob’s answer is 100% on the button. All I can add is this. When I was in the IT space, trying to keep up with the ‘speeds and feeds’ of companies like IBM, HP, COMPAQ etc. was very difficult. What worked well for me was to be familiar with the number 1 player, the player just ahead of me, and the player nipping at my heels! I made use of every publication available to me to learn about their products but most of my insights came from networking with clients, re-sellers and the competitors themselves (its AMAZING how much competitors will tell you!). I focused on learning their strengths and weaknesses (product AND company). Doing so allowed me to shore up my weaknesses and really leverage my strengths.

Bobs mention of ‘optimum use of your time’ is key. Trying to learn it all at once will take your focus away from other things. Spending a bit of time every day is a much better strategy.

I hope this helps.

Good luck and good selling!

Cheers,

Gil

Barry, thank you, my friend.

Mauco, thank you; I believe this is your first time posting a response. Welcome. Regarding your question about knowing *all* of them, I think that it depends on your own unique industry and situation. Without knowing what you do in terms of industry, I cannot provide an answer based on knowledge. I suspect though, that there are certain players (companies, people products) you need to know about very well and others where a certain “working knowledge” will suffice and be optimum use of your time. Again, depends on the context. Perhaps Gil or another reader can come up with a better response than this to your excellent question.

Whilst its true that we have to know our competitors, but is it possible to know all of them, especially in my industry where there are so many springing up?