Overview
SWOT Analysis
Strategic position assessment for sales intelligence
The SWOT Analysis provides a comprehensive view of the company’s strategic position, helping you understand their competitive advantages, vulnerabilities, growth potential, and external challenges.
PG:AI’s SWOT Analysis is derived from available sources based on company type:
- Public Companies: Annual reports, SEC filings, analyst assessments, earnings calls, investor presentations, and web data
- Private Companies: Company websites, news articles, press releases, industry reports, job postings, and publicly available web content
- All Companies: Market research, competitive intelligence, industry analysis, and technology signals
Understanding SWOT Components
Internal capabilities that provide competitive advantageCommon strength categories:
- Market Position: Brand recognition, market share, customer loyalty
- Financial: Strong balance sheet, cash generation, profitability
- Operational: Efficiency, scale, quality, supply chain
- Technology: IP, platforms, digital capabilities, data assets
- People: Talent, culture, leadership, expertise
- Strategic: Partnerships, ecosystem, geographic presence
Using SWOT in Sales
Strategic Sales Positioning
Leverage Strengths
Align your solution to amplify their existing advantages
Address Weaknesses
Position as solving acknowledged limitations
Enable Opportunities
Show how you help capture growth potential
Mitigate Threats
Present your solution as risk reduction
SWOT-Based Messaging Framework
Strength Reinforcement
Strength Reinforcement
“Your leadership in [strength] positions you perfectly to [opportunity]. Our solution helps you extend this advantage by…”Example: “Your strong digital platform positions you perfectly to expand into new markets. Our solution helps you extend this advantage by enabling rapid localization.”
Weakness Resolution
Weakness Resolution
“Many industry leaders face challenges with [weakness]. We’ve helped companies like yours transform this into a competitive advantage through…”Example: “Many industry leaders face challenges with legacy system integration. We’ve helped companies like yours transform this into a competitive advantage through our modern API platform.”
Opportunity Capture
Opportunity Capture
“The [opportunity] represents a significant growth area. To capture this, leading companies are investing in [your solution category]…”Example: “The shift to subscription models represents a significant growth area. To capture this, leading companies are investing in usage-based billing platforms.”
Threat Mitigation
Threat Mitigation
“With [threat] on the horizon, it’s critical to [action]. Our solution provides the [capability] you need to stay ahead…”Example: “With new privacy regulations on the horizon, it’s critical to automate compliance. Our solution provides the data governance you need to stay ahead.”
SWOT Analysis in Action
Discovery Questions from SWOT
Generate powerful discovery questions based on each element: From Strengths:- “How are you leveraging your [specific strength] to drive growth?”
- “What would enable you to extend your advantage in [strength area]?”
- “How is [specific weakness] impacting your ability to compete?”
- “What’s your strategy for addressing [weakness area]?”
- “How are you positioned to capture [specific opportunity]?”
- “What capabilities do you need to pursue [opportunity]?”
- “How concerned are you about [specific threat]?”
- “What’s your mitigation plan for [threat area]?”
Business Case Development
1
Identify Critical Elements
Find 2-3 SWOT elements most relevant to your solution
2
Quantify Impact
Research financial impact of weaknesses or opportunity size
3
Build Narrative
Create story connecting SWOT elements to your value
4
Provide Evidence
Use case studies of similar SWOT situations
Advanced SWOT Applications
Competitive Differentiation
Use SWOT to position against competitors:- Vs. Incumbents: Focus on weaknesses incumbents can’t address
- Vs. New Entrants: Emphasize how you reinforce existing strengths
- Vs. Alternatives: Show unique ability to capture specific opportunities
Stakeholder Alignment
Different stakeholders care about different SWOT elements:- Focus on strategic opportunities and competitive threats
- Emphasize market position and growth potential
- Connect to investor concerns and board priorities
Account Planning Integration
SWOT Analysis should be central to your account strategy, informing everything from messaging to solution positioning to relationship building priorities.
SWOT Evolution Tracking
Monitoring Changes
SWOT elements evolve over time:- Strengths can erode without investment
- Weaknesses may be addressed through initiatives
- Opportunities have expiration dates
- Threats can materialize or dissipate
Update Triggers
Watch for these events that change SWOT dynamics:- Leadership changes bringing new perspectives
- M&A activity altering capabilities
- Market shifts changing competitive position
- Technology developments enabling new approaches
- Regulatory changes creating opportunities/threats
Best Practices
Never directly tell a prospect about their weaknesses. Instead, ask discovery questions that help them articulate these challenges themselves.
- Be Diplomatic: Frame weaknesses as “areas for improvement” or “opportunities”
- Use Their Words: Reference weaknesses using their own terminology from reports
- Focus on External: Opportunities and threats are safer conversation starters
- Provide Hope: Always pair problems with potential solutions
- Stay Current: SWOT elements can change quickly - verify before using
- Think Holistically: Consider how SWOT elements interact and compound
SWOT Quick Reference
A snapshot for easy access:- Top 3 Strengths: Core advantages to reinforce
- Critical Weaknesses: Must-address limitations
- Biggest Opportunities: Highest-potential growth areas
- Looming Threats: Urgent risks requiring action