What If You Could Find The Prospects Who Are 8x More Likely to Buy? Research shows that prospects with associated key sales triggers are red hot. This brief offers 5 quick hit strategies on using key sales triggers to drive your sales strategy. Get Started with Trigger-Based Selling: Download the Brief. Tap the right contacts at the right time in the buying cycle and sell more effectively, more consistently and more easily.
5 Strategies for Generating Revenue
Using Sales Triggers
Research shows that prospects with sales trigger events are eight times more likely to buy. The challenge for sales? Finding and using trigger information in a systematic, effective way to drive revenue generation. Here are ? ve "trigger-centric" sales prospecting strategies your reps can use today:
1. Zero In On Executive ChangesExecutives often take on new roles with a mandate to address speci? c problems or generate new lines of business. In order to achieve their aims they must consider new solutions, or replicate past successes. Success Strategy: Review executive bios to identify prior companies: has company been a customer? If they've been a satis? ed user use that as leverage to introduce your services into their new organization.
2. Monetize Funding AnnouncementsStart-ups often publicize new funding rounds and may even identify the intended use of the cash infusion. Public companies disclose a wealth of ? nancial information in SEC ? lings, including funding-related data. Targeting key contacts at organizations having just received a cash infusion is a high-reward activity. Success Strategy: Construct account-speci? c communications based on these critical ? nancial developments and draw a direct line between your offering and their organizational goals.
3. Capitalize on M&A ActivityThere are compelling reasons to track M&A activity within your target sectors: identify opportunities and protect your position within existing accounts. When an acquiring company moves in their vendors often gain traction within the new, larger organization. Success Strategy: Research the corporate families of both organizations; understand how you can coordinate a broad scale proposal to become a strategic service provider across the entire entity.
4. Take a Broader View of RFPs for Other Products & ServicesCompanies may be very direct in communicating need: uncovering relevant RFPs is another high-yield activity that can drive sales activity. But don't be too literal in evaluating opportunities based on RFPs: think about when companies usually purchase your offerings, and put that in context. Success Strategy: Do you help businesses get established? Target organizations opening new facilities. Sell to organizations securing government contracts? Track federal and state RFPs and woo the bidders.
5. Exploit New Product AnnouncementsNew product launches are supported by advertising, sales and marketing efforts. Does your ? rm provide these services? Are you a recruiter who might be in a position to help hire the sales team? A supplier who can offer software, supplies and infrastructure for this ramp up? Whatever the case, new products are generated by vital companies. Success Strategy: Check to see which companies in your target market are hiring new sales reps; if they are bringing on new people it may be to support an upcoming product launch.
Working sales triggers is a good way to think selectively about where to invest your time. Creatively leveraging triggers can also help you to be "? rst in" with a more compelling, speci? c solution-increasing your chances of a win.Other Considerations: 1) Recency (when did the trigger event occur?) 2) Level of Information (do you have complete information about the trigger event, including key contacts?); and 3) Accessibility of trigger-related data.
The challenge? Gathering this information from disparate sources is time consuming and hit-or-miss. The solution? OneSource iSell delivers all of this automatically, in a single user-friendly interface. Visit OneSource.com/iSell for additional information.
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The sales triggers that OneSource provides are invaluable for identifying new prospecting opportunities as well as staying on top of target accounts. - SourceLink
Transforming Sales to Drive RevenueOneSource iSell transforms sales by understanding the ideal targets for each sales professional and then continuously delivering the most timely and relevant opportunities personalized by their pro? le.
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