Competitive Positioning
Also: Competitive StrategyCompetitive Differentiation
How you position your product relative to specific competitors and alternatives the buyer is actively considering.
Why it matters
Buyers rarely evaluate you in isolation, they compare you to named competitors and to doing nothing. Competitive positioning decides how you want to be understood in that comparison: what you concede, what you contest, and where you reframe the criteria. Handled well, it shapes the deal before sales is even involved.
What good looks like
Good competitive positioning is honest about where rivals are genuinely strong and sharp about where you win, and it tries to shift the buyer's criteria toward your strengths. Pretending to beat competitors on everything reads as untrustworthy and usually backfires.
Related terms
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