AE: three plays.
Play 1: competitor activity on a deal you’re actively working
Competitor activity flagged on a deal you’re actively working.
Take a look at the contacts flagged. If they’re not already people you’re talking to:
- Ask your champion if it would be relevant to loop them into the conversation
- If so, send them a short note with no ask: “Hi {first_name}, been working with {point_of_contact_name} to tackle {top problem}. Over the last week, we’ve {summarize what you’ve learned together}. Just wanted to keep you in the loop in case this is relevant.”
If the contact flagged is already someone you’re talking to, on your next call, probe subtly: “Out of curiosity, are you all looking at any other ways to solve {problem} as part of this process?” Whatever they say, switch to your competitive talk track against the flagged competitor. This play exists to raise your win rate on contested deals. Do not call out that you noticed them connecting with competitors.
Play 2: a closed-lost account got flagged
A closed-lost account got flagged. This means they might be back in market and talking to competitors. Revive it with a personalized email referencing their top problem from the last time you spoke and ask to see if anything has changed.
Hey {name}, when we spoke a couple months ago, you were trying to solve {top problem}. How is that progressing? I just helped {customer} solve {same top problem} last week and thought of you.
Play 3: an account you own got flagged and you haven’t spoken to them
Your account got flagged and you haven’t touched it (or it went cold). You can let your BDR reach out. Work with them to make sure it gets actioned well.