techslog

Laura Bradley 's web article offered this definition of Actionable Intelligence:

Summary: There are five elements that formulate the basis of actionable intelligence:
Market environment
Customer’s business objectives
The customer’s customer
Competitive landscape
Market feedback.

Laura Bradley discusses how, when used together, these elements create strong competitive positioning and lead to actions capable of surmounting the strongest of opponents within a dynamic and evolving market.

As a sales rep making an enterprise sale, Actionable Intelligence (AI) is much more than competitive intelligence - which is looking at your competitor's and creating a strategy incorporating their strengths and weakness' (and yours too).
AI elevate's intelligence’s role and helps you to develop an overall action plan to incorporate the intelligence you have and it's impact on every action in the sales cycle- thus giving you more control over the process. As a sales rep, you receive the intelligence, next is to to create the "actions" based on that information.
This gap is wide open in many sales organizations; the reason is the "action" from the intelligence is not a "cookie cutter" operation, as many variables come together to make up the intelligence; that to create a "one size fit's all" process is very difficult.

Laura's Article helps to drill down on the five elements above

Creating Actionable Intelligence