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Trigger Event Selling: How to Find Hidden Opportunities & Shorten Sales Cycles. Presented by Craig Elias at the Sales 2.0 conference in Boston in June 2010
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Trigger Event Selling: How to Find Hidden Opportunities & Shorten Sales Cycles. Presented by Craig Elias at the Sales 2.0 conference in Boston in June 2010

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Craig Elias' presentation on Trigger Event Selling from the Sales 2.0 Conference in Boston in June 2010.

Craig Elias' presentation on Trigger Event Selling from the Sales 2.0 Conference in Boston in June 2010.

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  • .
    This is the presentation I did for Onesource - www.OneSource.com - my choice as the #1 Trigger Event notification service.

    I also chose them as my #1 Sales 2.0 tool and they won the Gold Medal as the #1 Sales 2.0 Solution for 2010 at the top sales awards.

    You can learn more about why I chose them over every other Trigger Event notification service at - http://www.shiftselling.com/2011/04/05/the-number-1-sales-2-0-tool-and-two-upcoming-webinars/.
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  • © Copyright 2002 - 2007
  • © Copyright 2002 - 2007
  • © Copyright 2002 - 2007
  • © Copyright 2002 - 2007
  • © Copyright 2002 - 2007
  • Puts something on a ‘to do’ list Starts the buying process Creates ‘selective perception’
  • McKinsey Quarterly – May 2010
  • What is the best timing What triggers the best timing Find the best timing triggers for what you sell What to do when you have timing
  • Transcript

    • 1. Craig Elias Creator of Trigger Event Selling™ SALES TRIGGERS Find Hidden Opportunities and Shorten Sales Cycles
    • 2. Timing
    • 3. Selective Perception
    • 4. Take Action
    • 5. Craig Elias
      • 20 years as a top sales performer
      • Created Trigger Event Selling ™
      • Billion Dollar Idea Contest
      • Dow Jones 50 most promising
      • Dadpreneur
    • 6. Poll: Learning Objectives
      • Learn about Trigger Events
      • Identify the best Trigger Events
      • Trigger Event Selling ™ techniques
      • Learn when Trigger Events happen
    • 7. Before We Get Started
    • 8. Selling Paradigm
      • The silver bullet in sales is
      • Timing:
      • Getting in front of the right person
      • at EXACTLY the right time !
    • 9. Timing and Buying Modes Happy with Status Quo Not Searching For Alternatives Unhappy with Status Quo Not Searching For Alternatives Unhappy with Status Quo Searching For Alternatives Status Quo Window of Dissatisfaction ™ Searching Alternatives
    • 10. Timing and Close Ratios 0% 60 – 90%* 16%** **Aberdeeen Research: Lead Lifecycle Management: Building a Pipeline that Never Leaks, 2009 * InnerSell Survey of over 200 sales executives and sales people, 2003 Status Quo Window of Dissatisfaction ™ Searching Alternatives
    • 11. Window of Dissatisfaction ™
      • Adam knows what he has does not meet his needs but he is is too busy to start searching for alternatives
    • 12. Timing and Selling Higher Close Ratio Shorter Sales Cycle Higher Prices Lower Close Ratio Longer Sales Cycle Lower Prices Value Value Window of Dissatisfaction ™ Searching Alternatives Value Status Quo
    • 13. Timing and Customers Reference Core Peripheral Loyal 80% of Profit Referrals Disloyal 80% of Headaches 20% of Headaches 20% of Profit Window of Dissatisfaction ™ Searching Alternatives
    • 14. Value Proposition Increased Margins Higher Close Ratios Shorter Sales Cycles Core Customers Loyal Customers 80% of Profit References & Referrals Grow Faster! Window of Dissatisfaction ™
    • 15. How To Know Not Interested Don`t need it right now We`ll be looking at that in a few months Call me back in ??? November when well be looking Currently looking Send me a quote Status Quo Window of Dissatisfaction ™ Searching Alternatives
    • 16.
      • Questions ?
    • 17. What Triggers The Best Timing?
    • 18. Trigger Events Status Quo Window of Dissatisfaction ™
    • 19. Trigger Event or Circumstance?
      • Falling stock price
      • Shrinking margins
      • New product launch
      • Large customer contract
      • Competitor gets acquired
      • Change in decision maker
      • Unhappy with current solution
    • 20. A Trigger Event ...
    • 21. A Trigger Event ...
    • 22. Selective Perception
    • 23. Poll: Trigger Event Usage
      • Evaluating Trigger Events
      • Using simple Trigger Event alerts
      • Using a Trigger Event service
      • Using a Trigger Event suite
    • 24. The Brute Force Method 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
    • 25. Gerhard’s Tree of Discontent http://sellingpower.typepad.com/gg/customer-relationships/
    • 26. Quantity Vs. Quality
    • 27. Define Your Targets
    • 28. Select Contact & Trigger Types
    • 29. OneSource Sales Triggers http://sellingpower.typepad.com/gg/customer-relationships/
    • 30. Merger & Divestiture Trigger
    • 31. Ray Kroc
      • “ The two most important requirements for major success are:
      • first, being in the right place at the right time,
      • and second, doing something about it .”
    • 32. Research the Prospect
    • 33. Understand Trends
    • 34. Understand Strengths/Weaknesses
    • 35. Market Intelligence
    • 36. Corporate Conversations
    • 37. Departmental Conversations
    • 38. Expand Contacts & Get Details
    • 39. Three Forms of Trigger Events Want
      • Executive Changes
        • Executives are hired to make a difference and do it fast.
        • They need to buy solutions and services to make that happen.
        • Easier to change suppliers because they can say a previous, poor, choice was some one else ’ s.
    • 40. The Domino Effect
    • 41. Three Forms of Trigger Events Afford
      • New Funding
        • Companies with new funding are 8x more likely to buy many services than companies without a funding event.
        • Funding is meant to drive growth which means purchasing new solutions and services to help with sales, marketing, product development, operations, and even finance .
    • 42. Three Forms of Trigger Events Justify
      • Product Launches
        • New products create demand for products and service that can fuel growth .
        • The launch of a new product requires companies to purchase marketing services, sales training, e-commerce and CRM systems…
    • 43. When Does The Buying Cycle Start? Want Afford Justify
    • 44. Identifying The Best Trigger Events
    • 45. Won Sales Analysis ™
      • Every Time You Win a NEW CUSTOMER
      • Ask the primary contact the questions in the first four grey areas documenting their responses in the lined areas provided in the top four sections
      • Classify the opportunity using the check boxes and notes sections in the bottom half of the worksheet
      • Search for patterns in your customers and the conversion rates by type of Trigger Event and lead generation method
    • 46. Won Sales Analysis ™
      • What event(s) lead up to this purchase?
      • When did these events happen?
      • What made you choose us?
      • What can you do to make it easier to become our customer?
      Time #1 #2 #3 #4b #4a Emotion
    • 47.
      • Questions ?
    • 48. Summary
      • If you only remember three things about today please remember:
      • Focus on the Window of Dissatisfaction
      • Look for Trigger Events
      • Analyze your wins
    • 49. Timing
    • 50. Selective Perception
    • 51. Take Action
    • 52. Taking Action
      • What is the one thing
      • you will do differently
      • from today forward ?
    • 53. Resources
        • TriggerEventWebinars.com
          • 3 parts: 2 nd Tuesday in July, Aug, Sept.
        • OneSource.com
          • Free Trial
        • Front of the room or iSell booth
          • Business Card
            • Worksheets and/or presentation
          • SHiFT! The Trigger Event Selling ™ book
    • 54. Contact Information
      • Phone :
        • 403.874.2998
        • 866.744.7904
      • Email :
        • [email_address]
      • Blog :
        • ShiftSelling.com
        • CraigElias

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