Best-Selling Authors Tibor Shanto and Craig Elias Show How to Harness B2B Sales Triggers to Convert Prospects into Customers by Reaching Key Decision Makers at the Right Time
(OMAHA, NE) - OneSource, an Infogroup company, today announced a complimentary B2B sales webinar series featuring Craig Elias and Tibor Shanto, best-selling authors and experts on trigger event selling. The series will present cutting edge techniques backed by real-world experience demonstrating how B2B sales professionals can unlock the power of sales triggers to close more deals, shorten sales cycles and grow revenue.
Sales triggers are time-sensitive events such as executive changes, mergers and acquisitions and funding announcements that present immediate sales opportunities. Industry experience demonstrates that sales prospects with critical trigger events may be up to eight times more likely to buy than prospects not exhibiting trigger events.
But how do you access the most relevant alerts and triggers that lead to hot sales opportunities? How do you identify triggers beyond the obvious ones that your competitors may already be chasing? How do you use triggers to accelerate prospecting?
This trigger-based selling webinar series with Craig Elias and Tibor Shanto will answer these questions and more. See below for session details and save your place in advance by registering online at http://www.onesource.com/trigger-webinars.
Exploiting Untapped Opportunities: Three Strategies for Using Executive Sales Triggers
Executive and personnel changes often signal hot sales opportunities. Elias and Shanto provide tips for tracking personnel changes and leveraging among your hottest prospects and how to convert those events into meaningful conversations.
Date and Time: Tuesday, July 13, 2010 from 1:00 PM – 2:00 PM EDT
Landing Your Target: Four Ways to Win More Deals Using Company-Based Sales Triggers
Your hottest prospect just announced a Series B Round of venture capital funding, or disclosed plans to acquire an industry competitor. How do you stay on top of company news relevant to your top prospects so that you can get through to them when they are ready to buy? This webinar shows you how to track company-based triggers and how to execute rapid response sales calls that close deals.
Date and Time: Tuesday, August 10, 2010 at 1:00 PM – 2:00 PM EDT
Shorten Your Sales Cycles: Five Keys to Accelerating Sales with Sales Triggers
Industry trends and pressures such as market consolidation, pending regulations or dramatic market shifts up or down can help you get the attention of top prospects at the crucial moment. Elias and Shanto demonstrate how to stay abreast of these industry developments and use them to your advantage to drive sales.
Date and Time: Tuesday, September 14, 2010 at 1:00 PM – 2:00 PM EDT
About the presenters:
Craig Elias is the contributing author to the #1 Selling Book on both Amazon and The Wall Street Journal "Masters of Sales,” is also the author of the soon to be released book SHiFT! Harness the trigger events that turn prospects into customers. For almost 20 years Craig has used trigger event strategies to be a top sales performer at every company where he’s worked. His knowledge of Trigger Events has resulted in winning a $1,000,000 prize in a global billion dollar idea competition; coverage on NBC news, in The New York Times, The Wall Street Journal and other prominent business and industry publications.
Tibor Shanto is a recognized speaker, author, and sought after trainer. His article "How to shorten your Sales Cycle?" was voted number one by readers of Top Ten Sales Articles. A 20-year B2B sales expert he has been called "a brilliant sales tactician" who is able to lead his teams to consistent double digit growth in CAGR by translating strategy to results through disciplined execution. Tibor works with leading organizations like Imperial Oil, Bell Mobility Spirent Communications and others. Tibor is a director of and a contributor to Sales Bloggers Union and his work has appeared in a number of publications and leading sales sites.
About OneSource Information Services, Inc.
OneSource, an Infogroup company, delivers business and sales intelligence on millions of companies and executives worldwide – optimizing clients’ sales and marketing efforts and assisting with business-to-business research activities. The OneSource LiveContent™ platform combines content from over 50 world-class suppliers and thousands of information sources, providing unparalleled data accuracy and depth, delivered through the Web, CRM integrations, and information portals. OneSource has offices in North America, Europe, Australia, and Asia. For more information, please visit www.onesource.com.
Infogroup is the leading provider of data and interactive resources that enables targeted sales, effective marketing and insightful research solutions. Our information powers innovative tools and insight for businesses to efficiently reach current and future customers through multiple channels, including the world’s most dominant and powerful Internet search engines and GPS navigation systems. Infogroup’s headquarters are located at 5711 South 86th Circle, Omaha, NE 68127. For more information, call (402) 593-4500 or visit www.infogroup.com.
Statements in this announcement other than historical data and information constitute forward looking statements that involve risks and uncertainties that could cause actual results to differ materially from those stated or implied by such forward-looking statements. The potential risks and uncertainties include, but are not limited to, recent changes in senior management, the successful integration of recent and future acquisitions, fluctuations in operating results, failure to successfully carry out our Internet strategy or to grow our Internet revenue, effects of leverage, changes in technology and increased competition. More information about potential factors that could affect the company’s business and financial results is included in the company’s filings with the Securities and Exchange Commission.