Visualize a specific folder in your company’s Google Drive. You know the one. It’s titled "Competitive Intel" or "Battlecards 2025."

It is where good sales deals go to die.

Inside that folder are beautifully designed, branded PDFs. They have nice headshots of the competitors’ CEOs, company history, and a three-column matrix of features. Marketing spent six weeks interviewing stakeholders and formatting these documents. They look professional. They look comprehensive.

And they are completely useless.