This document discusses how to win sales by capitalizing on "trigger events" or key moments that indicate a customer is ready to buy. It argues that traditional sales approaches are no longer effective and that most buying decisions are made before a salesperson is involved. Instead, it promotes an approach called "trigger event selling" which involves analyzing past successful deals to identify what events preceded those sales and reaching out to customers when those types of events occur. The document provides examples of trigger events like leadership changes, new product launches by competitors, or winning a new contract. It stresses the importance of identifying trigger events and following up with prospects before competitors do to take advantage of the buying opportunity.
9. Slide 9
Timing & Close Ratios
16%
Searching for
Alternatives
Lead Lifecycle Management: Building a Pipeline that Never Leaks, 2009
Budget
Authority
Need
Window of
Dissatisfaction™
Status
Quo
10. Slide 10
Ready to Buy is Too Late!
“70%
of the buying decision is
made before a sales
person gets
involved”
Cofounder of Bluewolf
at Sales 2.0 Conference
San Francisco March 2011
19. Slide 19
Brute Force Does Not Work
McKinsey Quarterly: The basics of business-to-business sales success, May 2010
1,200 purchasing decision makers in small, medium, and large companies in USA and Western Europe
35%Too much contact (in person,
by phone, or email)
20. Slide 20
Trigger Event Buying™
The New Path to B2B Purchases – DemandGen, 2011
Bit.ly/NewPurchasePath
77%
of purchases
are unplanned
21. Slide 21
Get In Before They Start Searching!
Steve W. Martin
bit.ly/decisionalreadymade
“75%
Made their decision
halfway through
the process”
41. Slide 41
Don’t Wait!
The more
challenging aspect is
the ability to know
about them when
they occur and to
follow up before your
competition or before
the opportunity slips
away.
Dario Priolo
Chief Strategy Officer
http://bit.ly/ProspectingWithTriggerEvents