Library/Deal Strategy & Stakeholder Management/Competitive Deal Strategy/Start Competitive Displacement Campaign (Step 1 of 3)
TestedDeal Strategy & Stakeholder ManagementQuick Win (under 10 min)

Start Competitive Displacement Campaign (Step 1 of 3)

Identify the top incumbent pain points, discovery questions, and positioning angle to open a competitive displacement

About this prompt

This is the first prompt in a three-step competitive displacement chain. It helps AEs identify the most common pain points that prospects experience with a named competitor after extended use, suggests discovery questions to help prospects self-identify those pains, and recommends an opening positioning angle that plants doubt without disparaging the competitor. Use it when you have identified a prospect currently under contract with a competitor whose renewal window is approaching.Displacement deals require a different opening than greenfield opportunities — the prospect has an existing vendor relationship, switching costs are real, and a frontal attack on the competitor usually backfires. This prompt structures the research phase of a three-step displacement campaign. Replace [COMPETITOR] with the incumbent vendor and [TIMEFRAME] with the contract expiry window, and describe [YOUR SOLUTION] so the AI can tailor the pain-point framing to your specific competitive strengths. The output gives you three incumbent pain points drawn from known customer experience patterns, three discovery questions designed to surface those pains without leading too hard, and a positioning angle for first outreach. This is Step 1 of 3 — the outputs feed directly into the next two prompts in the chain, which build the full campaign. Do not use this as a general-purpose competitive prep tool; it is scoped specifically to displacement plays where there is an active incumbent contract. For best results, specify the contract timeframe precisely — a six-month window warrants a different urgency framing than a twelve-month window.

The prompt

I am in a deal where the prospect is currently using [COMPETITOR] and is under contract expiring in [TIMEFRAME]. I sell [YOUR SOLUTION]. Please: 1. Identify the top 3 pain points that [COMPETITOR] cus
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Variables to replace

COMPETITOR | TIMEFRAME | YOUR SOLUTION

How to run it

  1. Copy the prompt and paste it into Claude, ChatGPT, Gemini, or Copilot — it's tuned to run in any of them.
  2. Replace the variables — swap each bracketed token for your deal's specifics. The variables list above explains every field.
  3. Make it yours — run it, keep what's strong, and tighten your inputs on the next pass. The prompt improves with your context.

What good output looks like

Make it yours

StageEvaluation
SeatAE
DifficultyAdvanced
Time to valueQuick Win (under 10 min)
Works withAI-Agnostic
CategoryDeal Strategy & Stakeholder Management
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