Craig Elias, author of the award-winning sales book “SHiFT! Harness The Trigger Events That TURN PROSPECTS INTO CUSTOMERS,” was sharing his thoughts on selling with the RampedUp team recently. As the first company to create a Triggering Event search engine inside of Salesforce.com, we were excited to hear the father of Trigger Events Selling’s thoughts on the topic.
In his opinion, the silver bullet in sales is timing and to reach the right person at the right time with the right message is how you find that silver bullet. Sellers looking for silver bullets should focus on the three P’s:
People – New executives are hired to bring in new agendas and are often looking to replace existing relationships in their first 3-6 months. Identifying the executives that are important to your sales process and “helping them unpack” allows you to earn the right to help them set their new agenda. Even better, by following your OC/NC’s (old contact / new company) to their new place of business shortens sales cycles due to the familiarity with your product.
Product – New products and services receive the lions-share of a company’s attention to help them get off the ground. They are promoted with press releases and social media posts that are easy to spot. What isn’t easy however is connecting your service to the success of the new product unless you have access to a relevant use-cases. Make the connection simple and effective by providing a reference library for your sellers.
Places – When companies expand to new markets they make for great triggering events for sellers. Companies that are moving into new states or countries also have compliance obligations that are non-negotiable. If your service can help with this compliance then you are in a great position. New markets like EMEA or APAC require completely new go-to-market strategies that in-country services can uniquely provide.
At RampedUp, we monitor triggering events around products, places, and personnel to help our customers facilitate new opportunities. With 15 fields to narrow down trigger events to a specific company, team, or individual – our salesforce.com integration can help any size business. Lastly, with 180 Million professionals under management, our best customers have global needs. You can try it yourself for 30 days free!