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: 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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