Stealing the Ball from Competitors Part II

In a prior post I mentioned how to wedge in to competitor's accounts.

Maybe you can learn how to wedge into competitors accounts by watching soccer players. When you observe how a competitor is perceived by customers very closely, you can suddenly snatch away an account when the competitor "isn't looking" and doesn't expect it. Think about it. I could watch your habits for five days, your comings and goings, and tell you exactly how you take the garbage out, get the paper, mow the lawn, forget to close the garage door, etc. I would know more about these things than you would. Because I paid attention.

So pay attention to how your competitor is performing for their best customers and be ready to pick up the ball and score when they leave an opening.