How to Identify Leads by Evaluating Competitors

Competitor data and analysis is in of itself a useful tool to help you get ahead.

More specifically, gaining info from competitor networks and the folks that are engaging with their content and social media posts can help you put together a list of warmer leads that are likely in-market to buy.

There are a couple of ways to go about this.

How to Evaluate Competitors Manually

Step 1: Use LinkedIn Sales Navigator to Find Competitors' Connections

LinkedIn Sales Navigator is ideal for finding connections your competitors have with decision-makers.

1. Navigate to Sales Navigator's "Leads" section.
2. Use the "Connections of" filter and input a well-connected individual from your competitor’s team.
3. Apply additional filters like job title, location, or company size to generate a precise list.

Step 2: Use Data Providers to Get Contact Info

Tools like Seamless.ai, Apollo.io, and ZoomInfo help to uncover contact details for leads identified in LinkedIn.

After compiling a list of leads, you can use these tools to enrich profiles with email addresses or phone numbers, making your list actionable.

Step 3: Monitor Competitor Reviews

Tools like Phantombuster or TexAu can help you monitor customer reviews from platforms like G2, Capterra, or Trustpilot, as well as other data (though this isn't recommended practice.)

Here's why you should avoid tools like Phantombuster:

• Data Accuracy: Tools like this rely on publicly available data, which may not always be accurate or up to date. Automated scraping also risks extracting incomplete or duplicated data.
• Tool Policy Violations: Using scraping bots can violate platforms like LinkedIn’s terms of service, leading to account suspensions or permanent bans.
• Volatility and Manual Setup: Setting up these tools requires manual input, like URLs or filters, and platforms like LinkedIn impose rate limits on the number of profiles you can scrape within a day.

Step 4: Build a List of Target Accounts

Once you have gathered competitor connections, customer data, and reviews, build a target account list in Sales Navigator. Refine your list using filters for decision-makers or other relevant criteria, and create a lead list for your BDRs.

And that's how you do it manually.

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