A competitor signal just dropped. Here’s your move.
Read this first
This person is shopping for what you sell right now. They just don't know you can tell. That's not a cold lead, it's a warm one in disguise. 1 in 4 of the high-priority ones is a live deal.
Move in 48 hours, play it cool, and you'll book meetings a normal cold list never would.
The one rule
Never say you saw them looking at a competitor. They don't know we can see it. Say it and you sound like a stalker, and they'll ghost you.
You know the secret. Use it to pick your angle. Never say it out loud.
Your 48-hour game plan
- Hour 0Signal drops. LinkedIn connect (no note) + first call.
- Day 1Email #1 + call #2.
- Day 2Call #3 + leave a real comment on something they posted.
- Day 3LinkedIn DM (if they connected) + call #4.
- Day 4–5Email #2 + call #5. Connected but ignoring you? Send a 45-second voice note or video DM.
- End of weekNever accepted your connection? Send a LinkedIn InMail. Last swing on that channel.
The rule: 5+ dials, 3 channels, inside a week. That’s per contact, not per account, and it goes for every priority level, not just the high ones. These go stale fast.
Two kinds of live deal
Not every live one is the same, and it changes how hard you push:
- Caught early. They’re still looking around and open to other vendors. This is your best shot at a meeting. Go.
- Caught late. They’re close to deciding. Harder, but not dead. A strong offer gets you in the room: a benchmark, a second bid, a teardown.
Most won’t bite. That’s normal cold outbound, not you failing. What’s different here is that far more of these people are actually in the market.
Work the whole company, not just one name
You don’t have to go hunting for the rest of the account. Along with the person we caught the signal on, we hand you the wider group who’d be in on a decision like this. It’s already in the list.
Work all of them. Treat each one as a fresh cold touch, and add anyone else you’d normally go after there.
More than one person poking around means a real evaluation is happening.
Pick your angle with the secret
You know which competitor they’re near. Use it to choose your talk track: lead with what you beat that competitor on.
Say it in general terms, and never name them.
How to hint without saying it
"A lot of teams switch to us for [the thing you beat that competitor on]."
Filled in: "A lot of teams switch to us because setup takes a day, not a quarter."
What NOT to do
| Don't | Do |
|---|---|
| Name the competitor | Keep it general |
| Wait ("I'll get to it") | 48 hours or it's cold |
| Cold-drop a Calendly link | Earn the meeting first |
| Pitch the product | Get them to say yes to a meeting |
| One email and call it multi-channel | Phone + LinkedIn + email |
Where you’ll find them
However your team routes it: a HubSpot list, a Salesforce report, or a Slack alert. You can also log into Letterdrop and see them all.
If the account already has an owner, it’s theirs. If not, it’s yours.
Now go run it
Phone playbook · LinkedIn playbook · Email playbook
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