If you’re a technology vendor, a way to identify good-fit target prospects is to know which accounts are buying from your competitors. Instead of viewing the prospect as a lost cause, use their buying patterns as an indication that they are worth pursuing over the long run.
You can use the insight about their purchases as a way to angle your pitch to convey the unique value that your product offers and, more importantly, what the competition is lacking.
• Detection of an account using competitor technology
• Launch a targeted email sequence that conveys the better value of your product