The best assurance that you're targeting a high-value right lead is seeing that your competitor is targeting them too.
Your competitor’s sales team engaging with a person who is your ICP is an indication that the person has shown buying intent for a product like yours and is more likely to convert than any other cold lead.
Why is this essential?
- Monitoring competitor activity helps you throw your hat into the ring and have the prospect evaluate your product alongside your competitors.
- It helps your sales teams prioritize reaching out to the contact and gain an edge over competitors. And that is a sure sign that your team has to double down on this lead and get to them before your competition does.
- The activity and signals add a layer of relevance and recency as your sales teams reach out to the prospect.
But how do you know what your competitors’ sales teams are up to, and what leads each of the AEs/SDRs are pursuing?
Social media activities are a good way to deduce which leads they’re going after.
In most cases, among the first things an SDR does is to start engaging with a prospect on LinkedIn. Tracking these conversations intently can give you insight into the kind of deals your competitors are targeting, and the people who engage with them actively.
How to use competitor social signals
The social signals equip your sales team with insights they can use to plan their outreach better.
- Prioritize outreach to high-intent leads: SDRs can use these insights to reach out to high-potential contacts and make their sales pitch ahead of customers.
- Track LinkedIn activity: Analyze contacts to understand the prospect better and nurture the lead meaningfully.
- Prevent risk of churn: Customer success teams can be notified of the competitor engagements so they can ensure that the account doesn’t churn and move to a competitor.
- Personalized conversation starters: SDRs can craft ice breakers and use these engagements as a hook to
Highperformr helps you create watchlists and track social activities of your competitors’ sales teams.
Enrich Contacts
Data enrichment tools such as Apollo or ZoomInfo can provide you with contact details, but there’s a lot more to a lead than just their contact information. Enrichment should ideally include demographic and firmographic details, and other information.
Why is this essential?
Adding color to your contact helps make the outreach more meaningful and effective. Here’s why you need to enrich your contacts with insight and information:
- Document a well-rounded picture of the person, which helps sales folks have more authentic, meaningful conversations rather than just have transactional interactions.
- Personalize the timing, format, and channel of outreach, which could improve response rates
What details can you get?
Highperformr enables you to enrich a lead with over 50 kinds of information and insight about a person.
- Contact details such as email, phone number, work address
- Firmographic details such as name of the employer, location, job title
- Social signals such as recent LinkedIn activity, recent post engagements or interactions
- AI insight based on publicly available information about skills, volunteer experience, group affiliations or memberships
How to enrich contacts using Highperformr
