BDR / SDR: working a competitor signal

Do these 3 things

1. Don’t mention the competitor. Never lead with “Saw you might be evaluating X.” In our experience it doesn’t land. Use the outbound messaging you already know works.
2. Move within 48 hours. High and Medium accounts may be in an active evaluation right now. Wait too long and they may have decided to go with the competitor.
3. Hit every channel. Send a LinkedIn connection + DM immediately, and call at least 5 times over the week. Don’t just rely on email.

What you’re getting

A list of accounts possibly evaluating your competitors, meaning they’re shopping in your category right now.

Most won’t bite. That’s normal cold-outbound, not failure. These respond like your usual cold lists. But the hit rate is much better: about 1 in 4 High-priority accounts is a live deal, and 1 in 7 across the whole list.

The live ones come in two flavors:

• Caught early: still open to other vendors. This is your best shot at a meeting.
• Caught late: closer to a decision. Harder, but a strong offer (a benchmark, a second bid) can still get you in the room.

Where the accounts show up

Your RevOps or leadership team drops flagged contacts where you already work leads:

• Salesforce report
• HubSpot list
• Slack

You can also log into Letterdrop to see them all.

Your message

Keep what already works. Don’t reinvent it. The one change: your offer has to be strong enough for someone who may already be evaluating a vendor. Think a benchmark, a second bid, a sample analysis, a migration assessment. Sell the meeting, not the product.

Work the whole buying committee

You’ll get the flagged contact plus the wider buying committee. Reach out to all of them, treating each as a fresh cold touch.

Channel guides: Phone · Email · LinkedIn · Who works what