Good Morning. It’s National Boss’s Day. A great day to tell your manager how much you appreciate their leadership, support, and creative ways of explaining why you need to update your CRM. Now let’s get into today’s Follow Up. (:
Send me pricing? 🗣
Steal from your competitors 🔍
Did Apple actually just kill cold calls? 📞
Sales jobs & a meme 😂
Sales Tip of The Day 💡
When a prospect asks, “Can you send me pricing?”, make them give you more intel in exchange for prices.
❌ “Sure, I’ll shoot that over.”
✅ “Happy to send it over. Before I do, can I get a sense of how your team evaluates pricing? Is it total cost, ROI, or fit?”
This helps put value before cost and understand which metric matters most to their team.
Price sent without context makes your job a lot harder.
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How to Use Intel from Your B2B Competitors For an Edge
Your competitors always seem to have an edge over you, and you can’t figure out why.
What are they doing for their clients that you’re not doing for yours?
What makes them stand out?
Is it just a matter of pricing? Or is there some kind of sales technique they’re using?
Stop guessing.
You’ll spin yourself in circles and get no answers.
Instead, gather the intel you need from what they’re putting out there, and get your edge. INSTANTLY.
So you can turn what competitors already reveal into fuel for your own sales pipeline.
Let’s get into it.
Why It Works
Okay, so why is this intel so precious?
Think about it: your competition is spending millions on test messaging and positioning, and what they’re putting out is what they know works.
You can reverse engineer this process and capitalize on their success.
How does this help you exactly?
You identify buyer pain points that convert
If your competition is using these pain points consistently in ads, blog content, and customer reviews, they work.
This means you can build on those pain points and tailor them to your own products and messaging. You see which segments are most active. Where are they getting the most action?
Do they have a ton of blog views? Web page views? Instagram followers? Ad conversions? Positive customer reviews?
Follow the bread crumbs and then test your own audience in that same area.
Push out more blogs with the same pain points, increase your messaging on Instagram, or increase your ad spend.
You’ll spot gaps in their messaging
You can also use what’s not working for them to work for you.
Where are their customers just not happy? Where are they failing to pick up new clientele?
Pick up those clients for yourself by filling the gaps.
If they’re going to leave business on the table, there’s no reason you shouldn’t pick it up.
Yes. Really. Pick it up!
How to Gather Peak Competitive Intel
Now you know why you should do it. Your next step is to execute without breaking or even bending any rules.
Here’s what to look for:
Web Pages
Just from their website and web pages, you can analyze your competition’s positioning, value propositions, and all of their calls to action.
To get the info you need, you can use tools like BuiltWith, SimilarWeb, and Wayback Machine.
These will help you track changes and run A/B tests.
Paid Ads
Scan through your competitor’s LinkedIn Ad Library, Meta Ad Library, and Google Ads Transparency Center. There, you can run through real-time copy and any offers they’re putting out to clients.
That way, you can identify any trends in their copy, like “Save time” or “Automate workflows.”
Use that to your own advantage by building the same CTAs into your own copy.
Online Customer Reviews
G2, Capterra, Trustpilot, and Reddit are amazing resources to help you see how your competitors’ clients feel about them.
Mine through reviews and testimonials to understand why customers switch to this company.
Look for phrases like “we left X because…” or “we chose Y over Z for…”
This language can directly feed your sales angles.
Finally, use Ahrefs or Semrush to find your competitor’s blogs. Look for which ones drive traffic and lead magnets that attract real, legitimate, qualified leads.
Pay particular attention to any topics that generate a ton of engagement, so you can model your own approach after these.
Then look for gaps that your brand can fill.
What You’ll Get From It
In the end, you’ll walk away from a call with your competitor with so much killer information that will help you form a competitive edge over your competition.
You’ll know:
How to identify high-intent buyer segments.
How to craft a compelling hook and call to action.
How to align your sales and marketing.
How to target lookalike accounts.
How to optimize your outreach based on your competitor’s triggers.
From there, you can adjust, adapt, and tweak your own sales process to address your own shortcomings.
And win the sale.
Remember, consultants will charge you 5 figures just to get you the information you can get from trolling the internet for what’s already out there.
There’s nothing wrong with looking at what someone else is doing well, and then doing it even better.
How often do you check in on your competitors
