Working a deal where we'd be replacing a small competitor of ours. Tried something new and asked them if they'd be willing to demo their current processes back to me (thus giving me a demo of the other solution), and they agreed. Not only does this give me tons of useful intel for my opp, such as challenges/pain points, what they love and want to keep, etc., but also getting a ton of competitor intelligence. Don't know why I never thought to ask for this, and I'm frankly kind of shocked they agreed to it, but I'm definitely going to be asking for this more often. Thought y'all might want to give it a shot!
First hand look at the competition