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Sales Tripwire Events and How to Track Them

If you don't know what Sales Triggers are and how to track them....this is a must read. 

B4B NOTES:  If you have had a successful sale or ever closed of a business deal, know or it not, it probably involved a key sales trigger.  Surprisingly most sales professionals can't name the top 3 or 4 sales triggers that are responsible for the majority of their sales.  Can you?  This informative article list 30 common sales triggers for mainstream sales events and has a good intro on exactly what a sales trigger is.

B4B BEST PRACTICE: After reading the short intro and a number of classic triggers below....STOP.  Thinks of all the key events that "trigger" your customer to realize they need your product or service.  Then, and most importantly, think of WHO is touching your customer just before, during or after these key trigger events.  YOU WANT THESE BUSINESSES IN YOUR REFERRAL NETWORK.  Find ways you can refer them business or help grow their business network (one way, invite them to join yours), anyway you can think of to bring them value, then give them a call and invite them to your B4B business network.  If you have figured out a good win/win between the two of you they will be happy you called....and you will be more than happy you have them in your referral network!

Below was written by Emma Snider | @

If I offered you a sandwich right after you ate lunch, you're probably going to refuse it (no matter how scrumptious it may look). But if I offered you the same sandwich when your stomach was audibly grumbling, you'd immediately snatch it from my hands and gobble it down. 

Timing is everything in most things in life. This goes for eating, as well as selling.

An occurrence that creates an opening for a sales opportunity is called a trigger event.

But considering that prospects rarely announce when they're ready to buy (and in some cases, might not even be aware of their need), what do sales trigger events look like? Here are 30 examples of these valuable occurrences, as well as the places salespeople can track them. 

1) New Executives

A newly hired member of the C-suite has ample authority and the desire to shake things up. Since they don't have established traditions in their new company and are looking to prove their value quickly they're more open to fresh ideas than most business leaders. It's a perfect time for your pitch.

Track this event with: Google alert for the company name, the company's press releases page, LinkedIn 

2) New Job/Role for Current Contact

If a satisfied customer assumes a different position in their company or moves to a new organization, reach out to them and see if they'd like to bring your product or service along for the ride. If your offering made them look good in their last role, they'll be eager to spread the gospel in their new one.

Track this event with: LinkedIn

3) Large Customer Announcement

If your prospect has just landed a significant account, they're about to have a lot more money rolling in. Reach out with a suggestion on how to burn some of that cash to their benefit.

Track this event with: Google alerts, press releases page, industry news

4) Company Expansion

A new office location necessitates a glut of new supplies and services. Depending on your product or service, this can be a primary upsell or introduction opportunity.

Track this event with: Google alerts, press releases page

5) Company Relocation

A relocated office is essentially a new office. See above.

Track this event with: Google alerts, press releases page

6) New Product/Service Announcement

By rolling out a new product or service, a company is venturing into uncharted territory. And uncharted territory calls for different types of support -- and potentially new vendors.

Track this event with: Google alerts, press releases page, industry news, social media

7) Competitive Product/Service Announcement

Maybe a competitor beat your prospect to the punch with a new announcement, or perhaps stole their thunder entirely. But you can be sure that if a rival made a bold move, your prospect will be looking to make a bold response. If you can help in that aim, your message will be welcome.

Track this event with: Google alerts, press releases page, industry news, social media

8) Major Competitive Move

Any significant activity that falls outside the bounds of a product launch -- think a new marketing campaign, piece of advertising, customer win, or leadership change. When one player moves, competitors won't be far behind. 

Track this event with: Google alerts, press releases page, industry news, social media

9) Dissatisfaction with Current Vendor

If your prospect is so kind as to announce openly that their current provider isn't working out, jump on the opportunity. Bear in mind that this could take other forms than a straightforward social media post; look for news articles or legal actions that speak to a souring relationship. 

Track this event with: Industry news, social media

10) Bad Quarter

Is the company losing money fast? Do you sell a product or service that could reverse the trend? Introduce yourself.

Track this event with: SEC filings, earnings calls, industry news

11) Good Quarter

Is the company raking in money like crazy? Then they'll be more receptive to projects that could help them continue down the path to success or accelerate their growth. Introduce yourself.

Track this event with: SEC filings, earnings calls, industry news

12) Mergers and Acquisitions

The coming together of two organizations is a golden chance to earn add-on revenue through spreading the use of your product or service if one party is already a customer, or getting an initial foot in the door during a time of new beginnings.

Track this event with: Google alerts, press releases page, industry news

13) Legal Problems

If a company gets penalized for compliance issues, they'll be looking for a product or service that can keep them out of trouble in the future. The salesperson who can swoop in to offer help amidst a disaster will look like a hero.

Track this event with: Industry news 

14) Significant Changes in Hiring Velocity

Whether the company is recruiting all the new talent it can get or making massive layoffs, any major shift in hiring can be a worthy trigger event -- depending on what you sell, of course.

Track this event with: Google alerts, industry news, press releases page

16) Major Industry Development

A seismic industry shift will necessitate all in the vertical to take action, to either capitalize on an opportunity, or avoid a risk. If you can help with either goal, reach out quickly.

Track this event with: Industry news

17) New Organizational Strategy/Initiatives

It's hard to get a glance inside a company to see which projects are getting funded, and which are being punted to another time or canceled entirely. But if you can glean these insights from a social post or change in social media behavior and position your offering accordingly, buyers will be impressed with your seemingly psychic powers. 

Track this event with: Social media, insider correspondence

18) Buyer Opens Your Email

You know when you're most top of mind? When a prospect is physically looking at an email you sent. Even though this isn't so much a trigger event for them as for you, it's still a primary chance to hold their attention while you already have it.

Track this event with: Sidekick

19) New Legislation

When the Affordable Care Act came down, businesses that never previously had to offer health insurance to employees were suddenly mandated to. In order to determine which employees were eligible and which were not, these organizations had to scrutinize the amount of hours employees worked according to very specific rules. And if the company didn't have a sophisticated time tracking system in place? Ouch.

Smart HR technology vendors recognized this opportunity to help companies struggling to implement Obamacare -- and sold a notable amount of new deals in the process. No matter what industry you sell to, it's worthwhile to keep a close eye on laws and regulations in case you can be of some aid in your buyers' time of need.

Track this event with: Industry news

20) Increase in Expenses

Do you sell a product that saves organizations money? Look out for expense curves that rise sharply so you can swoop in to save the day.

Track this event with: SEC filings

21) Change in Price/Availability of Essential Resources/Materials

If a material central to a businesses' model suddenly vanishes or becomes cost prohibitive, they'll be looking for alternate ways to get their hand on it -- or replace it with something else. 

Track this event with: Industry news

22) Awards

Recognition within an organization's industry or niche feels great. Reach out while they're riding a high and inform them of how you can help them continue to top their competition -- or even put more distance behind them.

Track this event with: Google alerts, industry news, press releases page

23) Evidence of Interest

If you sell a new kind of car, and a prospect posts an article on Facebook about the benefits of such a vehicle, they're displaying their interest for the whole world to see. Carefully monitor what prospects are posting, sharing, and liking on social networks. And if the topic coincides with what you sell? Pounce on it.

Track ths event with: Social media

24) Analyst Report

Even industry has analysts that periodically research and rank companies in their vertical. Once you identify the notable analyst firm(s) in the market you sell to, keep an eye on new research releases. Organizations that rate highly will be looking to capitalize on their status, and organizations that fall to the bottom of the heap will be looking to disrupt the order.

Track this event with: Analyst websites, Google alerts, industry news 

25) Entering Into a New Market

New market, new problems to contend with. New problems to contend with, new need, budget, and timeline. The perfect atmosphere for a new sales opportunity.

Track this event with: Google alerts, industry news, press releases page, social media

26) Additional Funding/IPO

Money is scientifically proven to burn holes in pockets. Don't be shy about reaching out to a company that has recently come into some cash to suggest ways to spend it wisely.

Track this event with: Google alerts, industry news, press releases page

27) Event Announcement

Is your prospect putting on a conference, or some other kind of event? If so, they'll need assistance. Offer your help.

Track this event with: Google alerts, press releases page

28) New Critical Positions Created

Don't just pay attention to executive leadership shifts -- also watch for new roles that signal new strategies. Keep in mind that people with no predecessors  are free to launch their divisions in any way they choose. Get in on the ground floor.

Track this event with: Press releases page, social media

29) Press Coverage 

Whether positive or negative, an article from a third-party publication will cast a certain light on a company. Be there to help them double down on a favorable perception or turn around a damaging one. 

Track this event with: Google alerts, news

30) Custom to Buyer's Industry

Every industry has news that makes huge waves within the category, and registers barely a blip to the rest of the world. Whatever these events are, make sure you're tracking them.

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