We love a good buying signal at nRev, especially when they are stacked.
But the best one in your market right now is not for sale.
Your competitors are handing it out in public, and almost nobody bends down to pick it up.
This is the play I learned on a webinar with Nilesh.
It is so simple, and so effective, I nearly fell out of my chair.
First, a bit about Nilesh
- Fifteen years in B2B SaaS marketing.
- First marketer at six startups. Six zero-to-ones.
- Took Fyle from zero to $8M before Sage acquired it.
- Helped lead Ara Networks from zero to $50M.
Nilesh is usually first to a channel, and when he calls one dead, it is because he ran it into the ground himself.
This time the opportunity he found does not sit in a channel at all. It sits with your competitors.
Here is the idea.
Everyone with an Apollo or Clay subscription gets the same trigger the second it fires, and the second it is for sale, twelve reps are in the same inbox saying the same thing.
The signal your competitors leak is different.
It is not for sale, and it tells you exactly which accounts are in a live buying or renewal cycle.
How to read the competitor heat map
Here's how to run it, step by step.
1. Build your real competitor list
Not just the obvious ones. Look for the same use case, same buyer, same market. Nilesh sells voice-of-customer software, so his list is not just other voice-of-customer tools.
It is anything a company uses to collect feedback, down to a support platform someone repurposed for it.
Get this wrong and everything after it watches the wrong people.
2. Pull their sales teams
Find every AE and BDR at each competitor on LinkedIn.
It is all public, and you can do the next part without connecting to or following a single one of them.
3. Watch them for two weeks
Log every like, comment, and reply that those reps leave. One rep on one post is nothing.
Stack two weeks of it and a pattern becomes clear.
What you will notice is that the same handful of accounts keep surfacing across different reps.
4. Read the heat map
Sales reps do not camp in a RevOps leader's comment section for fun.
When three reps from three competitors keep circling the same account, that account is in an active evaluation or a renewal conversation, and you were not invited.
Every tool you pay for shows that account as quiet. In these cases the tell was who engaged with your prospect not what the data said.
5. Get in, and do not pitch
Hand the flagged accounts to your SDRs as warm breadcrumbs, or get into the conversation yourself.
If you take the second, LinkedIn counts impressions on comments now, and a sharp reply on the right thread can out-reach the post above it.
Add something real to a thread already full of your buyers, and let them come find you.
That is how you land in deals your competitors thought were theirs alone.
The concept is simple. But executing this at scale can involve standing up scrapers and enrichment by hand. Here’s the plug: this is the kind of agent we ship, prebuilt in nRev.
Point it at your competitor list and your ICP, and then watch it run on its own. We've been running this for months and have increased booked meetings 300%.
→ Deploy Competitor Tracking Agent
