"I set up Google Alerts for all the major competitors so I can follow them. I read something in an obscure business journal about one of our competitors having some financial trouble, so I reached out to several of their clients the next day to see what the pulse was. They were nervous and uncertain about the future of their current provider and were much more willing to have conversations with me about our product. I'm still in the middle of the contract process, but it looks promising so far."

"I have relationships with sales team members at our major competitors. I find it easier to have friends versus enemies because I know what is happening at their companies before it hits the news. They often give me leads that could be a good fit for our business and don't fit their product offerings because I've built a solid relationship with that sales team. I also try to help them when I can if it makes sense."