In a world where two thirds of sales opportunities are competitive—and those opportunities close at 5x the rate of non-competitive ones—competitive intelligence (CI) is a necessity. Yet most companies aren’t just underperforming—they’re flying blind.
That’s why Crayon’s Jon White, SVP of Product, joined 3Sixty Insights’ GTM Innovators podcast to talk with Kyle James about how AI is changing the CI game forever. This post breaks down Jon’s key takeaways and what your team can do to compete smarter, faster, and with more impact.
Why Competitive Enablement Is Broken (And How AI Can Help Fix It)
Competitive intelligence used to be a manual grind: scanning websites, collecting review site quotes, reading press releases, and trying to translate all that noise into something useful for your reps. This is the era of “old-school compete”—a reactive, disconnected, and outdated model that fails sales reps when they need it most.
“The goal isn’t to just know more about your competitors,” Jon said. “It’s to close more deals by giving your team the right insights at the right time—without overwhelming them in the process.”
This shift is critical. You can have a world-class competitive strategy and still lose if reps aren’t equipped to execute it in the heat of a deal. That’s the gap Crayon has been closing—with AI.
Continue Reading the Full Article Here: A Smarter Way to Compete – How AI Is Reinventing Competitive Intelligence