The Power of Trigger-Based Selling

The Power of Trigger-Based Selling
How to Find and Sell to Prospects 8x More Likely to Buy Accelerating Sales Prospecting: Key to Driving More Revenue
Sales professionals spend over 20 percent of their time on
lead generation and conducting research on accounts.
Jim Dickie, CSO Insights
Sales teams ranked outbound prospecting as their number
one source of qualified leads.
2010 B2B SalesPulse Survey by OneSource
Critical B2B Sales Prospecting Challenges
Getting to the hottest opportunities at the right time
It's difficult to find companies right at the start of the buying cycle, so much time is spent prospecting companies that are not ready to buy or losing deals when a competitor has gotten in earlier and defined the RFP or set the stage
Finding the right executive and management contacts
The person in charge of the buying cycle may not be the senior executive - finding the right person requires broad and deep contact information
Crafting a compelling reason for a discussion
Prospects are stretched thin and don't have a lot of time for exploratory discussions. Sales professionals have to have something compelling and relevant right out of the gate, and this requires more preparation and research
Spending more time on selling, not researching
Sales professionals are getting swamped researching different websites and social media trying to find good prospecting information, leaving less time for selling
Sales Triggers Help Uncover Opportunities at the Right Time
Look for Sales Trigger Events to help uncover More Sales Triggerspotential opportunities at the right time. Executive ChangesConferences, Speeches & ShowsExecutive Changes Product LaunchNew execs are charged with making a difference and doing it fast. They need FDA Approvalto buy solutions and services to make it happen. It's also easier for them to Contract Winchange a service because they can point out that a previous bad choice was Joint Ventures & Partnershipsmade by the former executive. Venture CapitalMergers and Acquisitions
New Funding Public OfferingDebt & EquityCompanies with new funding are 8x more likely to buy many services than Earnings Announcementcompanies without these events. Funding is meant to drive growth which Earnings Resultsmeans purchasing new solutions and services to help with sales, marketing, Dividendsproduct development, operations, and even finance. Accounting & Regulatory IssuesLegalProduct Launches BankruptcyThe launch of a new product requires companies to purchase many services Divestituresand solutions ranging from marketing services to sales training to e-commerce Commercial Real Estatesystems or CRM systems. New products need to show rapid growth, which Opening New Officecreates demand for service and solution providers who can demonstrate that Closing Facilitiesthey can help fuel that growth. Corporate RelocationsHiring InitiativesTIP: Look to the list on the right for ideas on relevant triggers for your Layoffssales cycles. Using these will help you find hotter sales opportunities. SEC Filings
Prioritize Opportunities to Maximize Revenues
1. Right Company 3. Right Timing
Company fits right into your sweet spot (target industry, Getting in touch with the
size, geography, etc.) company when they are just starting the buy cycle
Hottest Opportunities
2. Right Person 4. Right Issues
Contact has the right title and Finding the most relevant role for being a key decision- business issues that the maker for your offering prospect is facing
TIP: Grow revenues by prioritizing prospects up-front using all 4 of these criteria - most sales teams can prioritize by company or title but often don't have access to triggers than can uncover timing and issues early in the prospecting process, while building the target prospecting list.
Maximizing Sales Productivity & Driving More Revenue
Imagine your day where the hottest opportunities are
prioritized for you by what's most valuable to you.
.Companies selected based on your specific target markets
.Contact Titles based on who is your key buyer - powered by millions of direct dial numbers and emails
.Timeliness prioritized by relevant sales triggers and how well they fit your sweet spot
.Key Issues highlighted through rich i... [download for more]