Most teams use battlecards.
The best teams build intel machines.
The Fix: Intel Loop
Monthly win/loss calls. Ask: “What almost made you go with someone else?”
Quarterly churn checks. Ask: “Why did you cancel?”
Build a heatmap. Match personas to pain and proof.
Put it in:
Notion
Gong
Rebuttal scripts
Real Story
One team built a Notion “Intel Vault.”
Reps actually used it.
Mid-funnel win rate jumped 18 percent in one quarter.
Tools
Claude prompt:
“Summarize win/loss calls. Show patterns. What objections came up? What won the deal?”
Use it with Notion, Gong, and Claude.
Get the Intel Stack. Two-minute job.
– Fatmir
PS. Competitors don’t win on features. They win with a better story.