Mark Gigliotti

Going through a competitor's sales process is one of the most direct ways to see how a rival actually competes. In B2B tech, competitive mystery shopping puts you in front of their sales team, where you hear their pitch, their pricing, and their take on you firsthand.

The post-pandemic, AI-disrupted workplace has handed CI leaders one of their toughest operational challenges: chronic, compounding turnover. Senior analysts vanish mid-project. Sales orgs cycle through reps faster than battlecards can be updated. And with every departure, hard-won intelligence walks out the door.

We recently hosted a webinar on AI and competitive intelligence. Before I share some of the big takeaways, I want to note for the record that it is April 2026, because this conversation will mean something different in six months. That's just the world we're operating in right now!