sales triggers: don't wait - create

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Sales Triggers:

Don't Wait - Create

Tibor ShantoThursday April 23, 2015


http://is.gd/TRIGGERS


Ranked 8th on the Top 30 Social Salespeople In The World – Forbes.com 2014Top 50 Sales & Marketing Influencers for 2014 – Top Sales WorldTop 25 Sales Influencers for 2014– OpenView LabsGold Medal Top Sales & Marketing Blog 2013 – Top Sales World Awards50 Most Influential People in Sales Lead Management in 2013Top 50 Sales & Marketing Influencers for 2013 – Top Sales WorldTop 25 Sales Influencers for 2013–OpenView LabsTop 50 Sales & Marketing Blogs 2012 – Top Sales World25 Influential Leaders In Sales – 2012 Edition – InsideViewTop 50 Sales & Marketing Influencers for 2012 – Top Sales WorldTop 25 Sales Influencers for 2012 – OpenView Labs50 Most Influential People in Sales Lead Management in 20102010 Top 25 Sales Blogs – Top Sales World

Tibor Shanto

http://labs.openviewpartners.com/top-sales-influencers-for-2013

http://labs.openviewpartners.com/top-sales-influencers-for-2013


Agenda

• Difference between Triggers & Trigger Events

• Leveraging Triggers

• Maximizing reactions


Timing and Close Ratio

StatusQuo

Window of Dissatisfaction™

SearchingAlternatives

0% 60-90% 10 % - 20%False And

Problematic


• So, what takes someone who is in one state on Tuesday -Happy and not looking - to another state on Wednesday?

• The answer:

They experienced an event that triggers their dissatisfaction.

Trigger Event Selling™


• 1. Bad Experiences• Products, people, providers

• 2. Change / Transition• People, places, priorities

• 3. Awareness• Legal, risk avoidance, economics

Trigger Events


Valuable Trigger Events

• Executive Changes– New execs are charged with making a difference and doing it fast. They need to

buy solutions and services to make it happen. It’s also easier to them to change a service because they can point out that a previous bad choice was made by the former executive.

• New Funding– Companies with new funding are 8x more likely to buy many services than

companies without these events. Funding is meant to drive growth which means purchasing new solutions and services to help with sales, marketing, product development, operations, and even finance.

• Product Launches– The launch of a new product requires companies to purchase many services and

solutions ranging from marketing services to sales training to e-commerce systems or CRM systems. New products need to show rapid growth, which creates demand for service and solution providers who can demonstrate that they can help fuel that growth.


Problem

• You are waiting for an event


Solution


Carol

Leveraging Triggers

ExecutiveChange

Marc

Opportunity #1

Opportunity #2

Opportunity #3Tim?

Opportunity #4


False


70%

Status Quo


Status Quo

• Reluctant to Change Closed to alternatives

• Happy and not looking

• Satisfied


Target

Market70%

Status Quo


Target

Market70%

Status Quo

Base


75% of customers who leave or switch vendors for a competitor,

when asked, say they were ‘satisfied or completely satisfied’ with

the vendor they left, at the time they switched.

‘Customer Loyalty Guaranteed’ Bell & Patterson

Old Perception: Happy – Not Looking = Closed to alternatives

Yet to be presented with or perceive a solution to help them achieve

their Objectives – and therefore worth pursuing!

Mainstream: Happy/Satisfied – Not Looking = Closed to alternatives


75% of customers who leave or switch vendors for a competitor,

when asked, say they were ‘satisfied or completely satisfied’ with

the vendor they left, at the time they switched.

‘Customer Loyalty Guaranteed’ Bell & Patterson



What’s the one thing they All Have In Common?



Yet to be presented with or perceive a means to help them achieve

their Objectives – and therefore worth pursuing!


• What are you doing today to be the first person a decision maker calls when they experience a Trigger Event?

• The person we call their Emotional Favorite!

Creating The Reaction


How Do I Know?

Win – Lose – Draw

360o Deal Review

360.xlsx

360.xlsx


360o Deal Review


Key To Objectives

• How can you directly support their goals?• Can you help resolve their biggest issue?• Can you help them reduce risk?• Can you add value to their services?• Can you enhance their reputation?• Can you reduce their cost of doing business?


Here’s The Deal

• No matter what, at one point you will need to reach out and engage!

• That means picking up the phone:

• “Disrupt vendor selection.”“Seventy-five per cent of IT executives have set an appointment or attended an event as a direct result of outbound email and call techniques.”

“nearly 600 said an outbound call or e-mail led to an IT vendor being evaluated.”


14 Day Trial

Contact me at:

+1 416 822-7781

(855) 25-SALES

[email protected]


Tibor Shanto

Principal

Renbor Sales Solutions Inc.

(855) 25-SALES

[email protected]

www.SellBetter.ca

www.SellBetter.ca/blog

twitter.com/TiborShanto

QUESTIONS

DiscoverOrg [email protected]

www.discoverorg.com

www.discoverorg.com/blog

twitter.com/discoverorg

tel:800-914-1220

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