Losing a high-value deal to a competitor at the last moment? You’re not alone. Many enterprise businesses still rely on traditional account planning, missing out on critical market intelligence that could give them a competitive edge. 

AI-powered sales intelligence is revolutionizing B2B sales in 2025, helping companies track market trends, map competitor moves, and identify high-value opportunities. According to Gartner, 75% of B2B sales organizations will integrate AI-guided account planning into their strategies by 2025. 

Here’s why – 

• Find untapped opportunities: Identify underserved regions and emerging markets, gaps in their technology stack to position your solution effectively. 

• Track competitor activities trends: Monitor their hiring, budget shifts, and decision-maker movements, opening new GCCs to anticipate their next moves and capture their potential customers. 

If your account planning strategy isn’t powered by AI-driven intelligence, you’re not just trailing behind—you’re giving competitors the advantage.  

How to do competitor analysis for ABM account planning? 

McKinsey found that 82% of executives acknowledged their company’s major strategic moves were influenced by competitor activity, underscoring the need for competitive analysis to anticipate market trends. 

Incorporating competitor analysis to AI-powered account planning can –

1. Uncover White Space Opportunities

Market saturation is often an illusion – opportunities exist in the right places. By strategically analyzing competitor locations, investments, and acquisitions, sales teams can: 

• Pinpoint underserved regions where competitors have minimal or no presence, allowing you to quickly establish market dominance. 

• Identify emerging markets where competitors are beginning to expand, providing the chance to enter proactively and secure early market share. 

• Reveal technology gaps by assessing competitors’ current installed base and identifying areas where they lag customer expectations. Leveraging these insights enables you to position your solution as a technologically superior and more effective alternative, directly addressing unmet customer needs. 

2. Leverage Competitor Hiring and Workforce Trends

A company’s hiring activity often signals its next moves. By tracking job postings, in-demand skills, and contingent workforce use, sales teams can: 

• Analyze competitor hiring trends: Aggressive recruitment in areas like technical or customer success roles can indicate internal scalability challenges or capability gaps. Leverage these insights by positioning your solution as more efficient, automated, or expertise driven. 

• Highlight competitors’ reliance on contingent workers: Heavy reliance on temporary or contract staff signals instability or execution risks. Emphasize your solution’s stability, reliability, and long-term value as a more dependable alternative. 

Data-Driven Account Planning: How Timely Insights Keep You Ahead 

The ability to act swiftly and strategically separates winners from the rest. While manual account planning leave sales teams playing catch-up, AI-powered Sales Intelligence empowers sales leaders to anticipate competitor moves, uncover hidden opportunities, and close deals with precision.  

Real-time insights into market trends, customer pain points, and competitor weaknesses transforms how one positions their solution as the best-fit and engage decision-makers. In a landscape where every deal matters, data-driven account planning is the key to staying ahead, driving pipeline growth, and securing the place as a market leader. 

Sales intelligence platforms like Draup helps Microsoft, Salesforce, Accenture, CapGemini and 260+ others fast track account planning by revealing market/account-level signals, buyer behavior, decision-making patterns, existing tech stack and channel partner ecosystems. 

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