Click here to view the archived webinar.
In this interactive session, you’ll gain insight into how to find relevant, targeted sales triggers and use them to out-flank your competition. You will learn how:
- A single change in personnel can lead to four separate qualified prospects
- Common habits of specific roles can trigger multiple selling opportunities
- Your referral process can drive new sales not just new contacts
The approach outlined will demonstrate not only how to pursue a new opportunity directly based on an executive change trigger, but also how to position yourself to benefit from triggers others may miss and how to generate multiple opportunities from the same trigger where others may see only a single opportunity.
Click here to view the archived webinar.
Click here to view the archived webinar
There are many potential changes on a given company's landscape, any one of them can spell disaster or create opportunity for you as a seller, learning how to stay aware and know what to act on dramatically impacts your success.
In this session, we focus on company changes that can trigger opportunity. Basic changes can be tracked using the web, but it takes time to find them, and there are many other competitors monitoring these. You’ll learn more advanced techniques including:
- How changes, such as outsourcing, trigger multiple sales opportunities
- Market or industry announcements that create sales triggers
- How to use change in behavior by competitor as a sales trigger
The session will help you recognize events when they happen as well as learn how to spot events that are precursors so you can act more quickly.
Click here to view the archived webinar
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Finding the right triggers at the right time allows you to act ahead of the competition and position yourself to help shape the buying cycle and criteria.
In this session we demonstrate how you can utilize a wide range of sales triggers to get into sales cycles early. It goes beyond using a single trigger type such as an executive change or a company trigger, and shows how to use a range of triggers acting in concert to shorten sales cycles:
- How to spot key triggers before your competition
- Determining which triggers can accelerate the sales cycle the most
- How to quickly convert triggers into sales actions
By better recognizing these triggers, you can take action quicker with specific goals that move the sale along a more predictable path, setting up a sale more quickly by dealing with more motivated buyers.
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