New marketing tactics emerge constantly in the B2B space. As our industry continues to grow, finding innovative methods to capture an audience is fundamental to solidifying solid sales results. However, the real value comes from getting in front of the right person at exactly the right time. Trigger event selling is a phenomenal technique for engaging with your prospect when his or her need is greatest.
Commonly, trigger event selling involves the use of a variety of tools that monitor the online space for information regarding changes, promotions, and developments at potential client companies. Shift Selling, the creators of trigger event selling, is a fantastic resource for understanding how these events can lead to increased close ratios, a shortened sales cycle, and a potential for higher sales prices.
It is important to keep in mind that trigger event selling works for both inbound and outbound techniques. Using fresh intelligence to generate a list of prospects is only the first step. The sales team must be ready to approach the lead in the right manner at the right time.
For an in-depth understanding of trigger event selling, please take a look at the video below: