Comments on: What’s the BIG deal about ‘Trigger Events’ http://www.shiftselling.com/2007/10/08/whats-the-big-deal-about-trigger-events/ Shifting the fundamental economics of selling by leveraging 'Trigger Events' Mon, 08 Sep 2008 12:36:02 +0000 http://wordpress.org/?v=2.6.1 By: How to Find the ‘Trigger Events’ For What You Sell at SHiFT! - Outsell Your Competition By Leveraging Trigger Events http://www.shiftselling.com/2007/10/08/whats-the-big-deal-about-trigger-events/#comment-142 How to Find the ‘Trigger Events’ For What You Sell at SHiFT! - Outsell Your Competition By Leveraging Trigger Events Sun, 24 Feb 2008 22:04:34 +0000 http://www.shiftselling.com/2007/10/08/whats-the-big-deal-about-trigger-events/#comment-142 [...] previous posts - Back on Track … Finally! & What’s The Big Deal About Trigger Events - I described how to increase close ratios, shorten sales cycles, and increase margins by getting [...] [...] previous posts - Back on Track … Finally! & What’s The Big Deal About Trigger Events - I described how to increase close ratios, shorten sales cycles, and increase margins by getting [...]

]]> By: Back on track...finally! at SHiFT! - Outsell Your Competition By Leveraging Trigger Events http://www.shiftselling.com/2007/10/08/whats-the-big-deal-about-trigger-events/#comment-96 Back on track...finally! at SHiFT! - Outsell Your Competition By Leveraging Trigger Events Wed, 28 Nov 2007 14:22:54 +0000 http://www.shiftselling.com/2007/10/08/whats-the-big-deal-about-trigger-events/#comment-96 [...] David’s comment back on October 9th is very valid. David is talking about when a customer has an internal crisis and moves beyond the Window of Dissatisfaction and into the buying mode of Searching For Alternatives. [...] [...] David’s comment back on October 9th is very valid. David is talking about when a customer has an internal crisis and moves beyond the Window of Dissatisfaction and into the buying mode of Searching For Alternatives. [...]

]]> By: cooper http://www.shiftselling.com/2007/10/08/whats-the-big-deal-about-trigger-events/#comment-86 cooper Tue, 09 Oct 2007 16:30:53 +0000 http://www.shiftselling.com/2007/10/08/whats-the-big-deal-about-trigger-events/#comment-86 Good comments Craig, I don't see a lot of literature on trigger events, but it is something you have made me aware of years ago. I would be interested to know if many people track this and to know what the mix is. I suspect it depends on the type of industry, as we don't have a lot of competitors it almost always transition events. We don't formally track what the triggers are (maybe we should) but I do know that we get a lot of our big customers they are in transition and it is almost always triggered by some sort of crisis. Getting a new customer because of a crisis is a mixed blessing, it is usually a short sales cycle, but they are in crisis so that usually makes them high maintenance. Good comments Craig, I don’t see a lot of literature on trigger events, but it is something you have made me aware of years ago. I would be interested to know if many people track this and to know what the mix is. I suspect it depends on the type of industry, as we don’t have a lot of competitors it almost always transition events. We don’t formally track what the triggers are (maybe we should) but I do know that we get a lot of our big customers they are in transition and it is almost always triggered by some sort of crisis. Getting a new customer because of a crisis is a mixed blessing, it is usually a short sales cycle, but they are in crisis so that usually makes them high maintenance.

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