Advanced Trigger Selling - Tibor Shanto


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Advanced trigger events explained to Social Selling University.

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Advanced Trigger Selling - Tibor Shanto

  1. 1. Advanced Triggers – A Proactive Approach to Client Acquisition<br />
  2. 2. Quick Look Back<br />Triggering not Triggered <br />Proactive vs. Reactive<br />Triggering Action<br />Examples<br />Triggers<br />
  3. 3. TiborShanto<br />B2B New Business Acquisition<br />Helping companies and individuals succeed and sell better by delivering results rather than just completing tasks<br />Focus on Execution:<br />Everything else is just Talk!<br />
  4. 4. -Proactive<br />Joe Sugarman – Triggers (1978)<br />Compelling Events<br />- Reactive<br />
  5. 5. Triggers 101<br />Trigger  Cause that leads to Effect<br />More specifically a reaction or response<br />
  6. 6. SLIDE :6<br />Buyers have a process. Knowing that process and then manipulating it is key.<br />
  7. 7. From The Book: Buying Modes<br />Window of Dissatisfaction™<br />Searching<br />Alternatives<br />Status<br />Quo<br />Happy with Status Quo<br />Not Searching For Alternatives<br />Unhappy with Status Quo<br />Not Searching For Alternatives<br />Unhappy with Status Quo<br />Searching For Alternatives<br />
  8. 8. Basic – Entry Level Triggers<br />Trigger Events<br />
  9. 9. Lost Deal<br /><ul><li>Tells us what to avoid
  10. 10. Reduces risk – slightly
  11. 11. Improves Timing
  12. 12. Accelerates Cycle</li></ul>Leveraging Experience<br /><ul><li>No Decision
  13. 13. Tells us who/what to avoid
  14. 14. Improves Time Allocation
  15. 15. Improves Timing
  16. 16. Increases Results
  17. 17. Greatest opportunity for ROE
  18. 18. Won Deals
  19. 19. Tells us what to look for, move towards
  20. 20. Increases Results–
  21. 21. Reduces time to deal – measurably
  22. 22. Improves Timing </li></ul>360 Degree Deal View<br />
  23. 23. Important Fundamental<br />But now that you have Mastered the Basics<br />SLIDE :10<br />
  24. 24. New Business Acquisition<br />Hunting<br />Pareto Principle > Shanto Principle<br />Proactive vs. Reactive<br />
  25. 25. Everything New is Old, Again<br />Compelling Events <br />Trigger Events<br /><ul><li>Reactive</li></li></ul><li>Challenge<br />Events  defined by time and place <br />Reactive in Nature<br />Everyone finds out at the same time<br />New Financing<br />Executive Change<br />Regulatory<br />M&A<br />Reverts to a question of who is fastest, smartest, and/or better prepared, or - luckiest<br />
  26. 26. How Long Can You Wait?<br />SLIDE :14<br />There is no Sales Metric for Waiting!!<br />
  27. 27. Triggers vs. Trigger Events<br />
  28. 28. Triggered Responses<br />No matter what it is still a people game<br />Neuroscience<br />Busted Half Truths and Perpetuated Myths!<br />“People buy on emotion and then rationalize it”<br />Well Not Exactly!<br />Neuromarketing: Understanding the Buy Buttons in Your Customer's Brain; Patrick Renvoise, Christophe Morin<br />
  29. 29. New <br />Brain<br />Old <br />Brain<br />
  30. 30. The 6 Stimuli that always Trigger a response<br />Self-Centered<br />Contrast<br />Tangible<br />Beginning and End<br />Visual<br />Emotion<br />SLIDE :18<br />Neuromarketing: Understanding the Buy Buttons in Your Customer's Brain; P. Renvoise, C. Morin<br />There is a Sales Metric for Initiating a Sale<br />Proactive Prospecting<br />
  31. 31. Current Framework – A Different View<br />Reactive<br />80%<br />Perch<br />System<br />Minnow<br />Shark<br />Ins ight<br />Knowledge<br />Information<br />Sale 2.0<br />Understand<br />Ready/Willing<br />Execute<br />20%<br />Proactive<br />
  32. 32. Events and the Process<br />Reactive<br />Buying Process<br />Selling Process<br />TE<br />
  33. 33. Conventional Wisdom<br />Buyers’ Modes<br />% of Market<br />Close %<br />Status Quo<br />65%<br />Nil<br />Not Happy Not Looking<br />20%<br />High<br />In Play<br />15%<br />low<br />
  34. 34. Redefining Status Quo<br />Old School:<br /><ul><li>Perception is Happy with the state of things – closed to alternatives</li></ul>Reality:<br /><ul><li>Yet to perceive a solution to their requirement</li></ul>SLIDE :22<br />
  35. 35. Proactive Approach<br />What if you can trigger the same or similar reaction that the event you wait for would?<br />Not motivated by events – motivated by solution<br />Didn’t Experience an event<br />They Experienced a Shanto<br />SLIDE :23<br />360 Degree Deal View<br />
  36. 36. With A Little Bit of Work?<br />Buyers’ Modes<br />% of Market<br />Close %<br />Status Quo<br />65%<br />Nil<br />X 10% = 6.5%<br />Not Happy Not Looking<br />20%<br />High<br />X 30% = 6%<br />In Play<br />15%<br />low<br />X 40% = 6%<br />
  37. 37. Triggering The Process<br />E<br />The Selling Process<br />Reactive<br />Status <br />Quo<br />TE<br />The Buying Process<br />Proactive<br />Trigger<br />
  38. 38. Example One<br />Volvo Trucks:<br />2004 Pick Of The Litter Runner Up -<br />8 out of 10 would have classified as SQ > Nurture<br /> or – entered into a price driven discussion<br />
  39. 39. Example Two<br />Office Supply  CFO<br />“What does it take for you to get a pencil in your hand”<br />Cost Take Out<br />Productivity<br />Efficiency<br />Managed Services<br />Competitive Edge!<br />
  40. 40. Example Three<br />Actual Planned Possibilities<br />85/15 75/25 Why  Gap<br />Establish Rekindle Explore<br />Selling to the Gap<br />
  41. 41. Take Away and Action Items<br />Understand your targets<br />Profile your targets<br />InsideView<br />Social Media<br />Social Networks<br />Real World<br />Immerse in their world<br />Understand what they react to<br />Give them a reason to react<br />Execute<br />SLIDE :29<br />
  42. 42. The Real Question!<br />SLIDE :30<br />Reactive<br />
  43. 43. The Real Question!<br />SLIDE :31<br />Proactive<br />
  44. 44. TiborShanto<br /><br />
  45. 45. Thank you!<br />Questions!?!<br />What’s in Your Pipeline?<br />
  46. 46. Thank you!<br />Tibor Shanto<br />Renbor Sales Solutions Inc.<br />Phone:+1 416 822-7781<br />E-mail:<br />Blog:<br /><br />What’s in Your Pipeline?<br />
  47. 47. | SLIDE :35<br />Social Selling University is not like social media courses which are typically designed for marketing departments. Social selling is a series of content that is being developed around how social media can be used to identify new opportunities and engage customers/prospects in social networks they spend the most time in. LinkedIn, Twitter, blogs and other social networks are filled with people asking for advice on products and looking to engage with friends, peers and experts to make intelligent buying decisions. This is where the opportunities are being created and sales people need to be part of those conversations.<br />###<br />Social Selling University is brought to you by InsideView a Sales 2.0 leader, bringing intelligence gained from social media and traditional editorial sources to the enterprise to increase sales productivity and velocity.  We were founded in 2005 by pioneers of the SaaS, CRM and Content industries to take advantage of the convergence of social media and enterprise applications.<br />