6/26/2025-Did your competitor have a good Q2?

Written by

Neil Monnens

in

Daily Quote

“The entrepreneur always searches for change, responds to it, and exploits it as an opportunity.” Peter Drucker
SKILL

Do you think ALL of the companies that received money from your clients in Q2 nailed it?

Of course not.

Many of them botched something or another with your target accounts. In fact, right this second, one of your buyers is ticked off at one of their vendors…YOUR competitor.

It’d be a shame if you didn’t try to capitalize on that opportunity.

Whether you do formal QBRs with your key clients or not, use the end of Q2 to survey them and uncover the truth about who is performing strongly and who has mud all over their faces.
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DO

Today, practice how you’ll get your buyers to open up and share insights about your competition.

Write these two questions down:

1. “Hey, who’s nailing it for you these days?”

2. “So, which vendor killed it for you in Q2?”

The next opportunity you get, start with one of those two questions because asking “Who messed up for you this quarter?” won’t get them talking.

Your job isn’t to persecute your competition, it’s to gain insights and get your buyers to crack the door open with intel. The door never opens on its own.
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OOMPH

There are many paths you can make to ink a deal.

Sometimes, you move them down the funnel perfectly; other times, you close a deal because another vendor screwed up and you’re next in line.

Don’t wait to be next in line…position yourself next in line.

In this TED Talk, “Don’t Believe Everything You Think,” Lauren Weinstein encourages you to keep your mind open to various business moves and approaches.
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