This is my last post in a series on the Top Seven Ways to Sell More by Using Social Media. Remember, the person with the most popular answer to my question at the bottom of this blog post wins $1,500 in Trigger Event Selling services

The #1 way to sell more by using social media is to learn of opportunities just after a decision maker has experienced a Trigger Event, that makes them realize what they have is not longer sufficient, but before they notice, or worse yet call, your competition – This powerful selling window is called the Window of Dissatisfaction.

My experience is that the single most powerful Trigger Event is a change in a decision maker at an organization.

You know this scenario. You have an account you want to get into, but the competition is entrenched in the account and no matter how often or how hard you try, you can’t get in. Then, one day, the decision maker at the account changes. Suddenly, resistance disappears and, before you know it, you have yourself a new customer.

The opposite is also quite common. You have a relationship with a decision maker, and that relationship allows you to enjoy the benefits of having the “inside track” on a lot of new projects. Then, one day your reliable contact leaves and you lose the business to someone else!

Just like MIT’s Lead Response Study shows the odds of contacting a lead if called in 5 minutes versus 30 minutes drop 100 times. The ideal moment to cold call a decision maker is as soon as possible after the Trigger Event has happened and the best solution I have found to learn of these events as soon as possible is TweetDeck.

Now for all you Twitter fanatics out there, yeah I get that Twitter is the power behind TweetDeck but who has the time to sit around on Twitter waiting for a decent Tweet – like this one about a new CFO being hired – to show up.

My preference is to set up a column inside TweetDeck with a search for lets’ say VP of Sales and then every now and again include a filter that allows me to make the search results relevant to my sales targets. In this case finding more customers in Boston.

So this month’s question is how else can you use TweetDeck or something similar to harness a change in decision makers to sell more. Win $1,500 worth of Trigger Event services by submitting either a great example of, or great idea on, how to use TweetDeck or a similar service to sell more. To win the $1,500 prize you must get the most votes for your answer.

Answers are submitted by commenting on this blog post. Answers are voted on by clicking on the button that appears at the end of each answer/comment.

Winners are announced the last Tuesday of the month – April 27^rh – so voting ends at Midnight (MST) on Monday April 26^th.

Answers/comments need to be approved – to avoid spam – which typically takes just a few minutes. Contact me by phone (+1.403.874.2998), Skype (Craig.Elias), or this contact form, if you don’t see your comment approved within a few minutes of posting it.

Use the button below to Tweet , Stumble!, Digg, and email your friends so you get the most votes, because the voting system I use does not allow you to vote for your own answers.

Good luck & have an eventful week!

Craig

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One of the keys to selling is reaching decision makers when they are most likely to be influenced: Influenced on what is the best solution to their problem – not who is the best supplier.

Solutions are all the different ways of solving the same problem or obtaining the same outcome (think of these as your competition), suppliers are alternate providers who sell the same solution (think of them as competitors).

Using this framework banner ads, Google ad words, and search engine optimization would be considered my competition because they provide alternate solutions that deliver the same  outcome – increased sales. Other sales trainers would be considered my competitors because they are alternate providers that deliver the same solution – sales training.

If you want to learn more about the difference between these two, Rene Mouborgne and W. Chan Kim explain the difference in an article, on Blue Ocean Strategy.

Recent research by Don Bulmer and Vanessa DiMauro shows that more and more decision makers are utilizing social media peer groups to form and validate decisions. Social media peer groups are those you would find on social media sites like LinkedIn, eCademy, Facebook, or Ning.

So the #4 Way to sell more by using social media is to create or participate in groups to influence those decision makers who experienced a Trigger Event that put them into the Window of Dissatisfaction BUT have not started the process of searching for alternative solutions yet.

I have a group on Linkedin called SHiFT! that has almost 2,500 members and a Trigger Event Selling Group on Facebook that has 300 members. I started these groups to encourage people, who have similar interests and aspirations, to share ideas, resources, and success stories about using Trigger Events to turn prospects into customers. It turns out that in creating these groups I am influencing decision makers on an alternate solution to increase sales.

To extend my reach I now participate in other groups related to sales, marketing, entrepreneurship, and innovation, that my target market (CEOs and VPs of  sales of small and  mid-sized organizations) joins on LinkedIn, eCademy, Facebook, and Ning.

Participating in these groups allows me to share my expertise with decision makers and influence their thinking while they are still in the formative stages of making a decision about which solution (sales training, banner ads, Google ad words, search engine optimization) they could use to increase sales.

So this month’s question is how can you leverage groups on social media sites to sell more?

Win $3,000 worth of Trigger Event services by submitting either a great example of, or great idea on, how to use a group on LinkedIn, Facebook, or ANY other business oriented social media group to sell more. To win the $3,000 prize you must get the most votes for your answer. This month there is also a second prize of $1,500 to the person who gets the second most votes for their answer.

Answers are submitted by commenting on this blog post. Answers are voted on by clicking on the  button that appears at the end of each answer/comment.

Winners are announced the last Tuesday of the month – December 29^th – so voting ends at Midnight (MST) on Monday December 28^th.

Answers/comments need to be approved – to avoid spam – which typically takes just a few minutes. Contact me by phone (+1.403.874.2998), Skype (Craig.Elias), or this contact form, if you don’t see your comment approved within a few minutes of posting it.

Use the button below to Tweet , Stumble!, Digg, and email your friends so you get the most votes, because the voting system I use does not allow you to vote for your own answers.

Good luck & have an EVENTFUL week!

Craig

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The number three mistake sales people make is they ask for, and get, the wrong referrals – referrals to those who are still in the buying mode of Status Quo – when prospects perceive that the product or service from their current supplier meets or exceeds their needs and are unlikely to become your customer.

What you want are referrals to highly motivated decision makers who recently experienced a Trigger Event and are in the Window of Dissatisfaction.

Next time ask for a Trigger Event Referral – a referral to a highly motivated decision maker that is 10 times more likely to become your customer.

E.g. Instead of asking a current customer for a referral to someone they think might have interest in your products/services, ask those ‘in the know’ for a referral to someone they know recently experienced one of the Trigger Events that create highly motivated buyers for what you sell.

My question, to be answered by commenting below, is “What are the Trigger Events you should focus on when asking for Trigger Event Referrals AND who is most likely to be your best source of referrals because they are very often ‘in the know’ when these Trigger Events happen?”

Win $1,500 worth of Trigger Event services to help you identify the best Trigger Event Referrals to ask for and who are the best people to ask, by getting the most votes for your answer.

Answers are voted on by clicking on the button that appears at the end of each answer and voting ends on Monday March 2^nd.

Answers/Comments need to be approved – to avoid spam – which typically takes just a few minutes. Call me (+1.403.874.2998) or Skype me (Craig.Elias) if you don’t see your comment approved within a few minutes of posting it.

Stumble!, Digg, Tweet, and email your friends so you get the most votes, because the voting system I use does not allow you to vote for your own answers.

Have an EVENTFUL week!

Craig

P.S. Identify the best Trigger Events for what you sell by registering for the FREE Trigger Event Webinar being sponsored by Dow Jones the providers of SalesWorks and G2. Registrants have the chance to win $3,000 in prizes and are eligible for a free trial of Dow Jones’ SalesWorks.

P.P.S. A recording of this Trigger Event webinar will be made provided to all who register.

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Congratulations to the winner of $1,500 worth of Trigger Event services – Artem Brazgovsky. Artem won when his answer to the question related to the #4 Mistake Sales People Make received the most votes. Take a look at the post as over 20 different people provided insights and ideas on how to become a decision maker’s Emotional Favourite and get called first when a Trigger Event puts them into the Window of Dissatisfaction.

Stay tuned next week as I make available $1,500 worth of Trigger Event services to the person with the most votes for their answer a question that is related to The #3 Mistake Sales People make.

Till then, here is the link to a FREE Trigger Event Webinar being sponsored by sponsored by Dow Jones the providers of SalesWorks and G2. The webinar goes from 12:00-12:45 Eastern (9:00-9:45 Pacific) on Tuesday, February 17^th.

The webinar features Frank Filippo the Executive Director of Product Management at Dow Jones, Craig Elias the creator of Trigger Event Selling™, and is being hosted by the President of Trinity Marketing, Tuck Mixon.

Registrants have the chance to win over $3,000 in prizes and are eligible for a free trial of Dow Jones’ G2.

The recording of the webinar will also be made available to those who register for this no-charge webinar.

Contact me by phone (+1.403.874.2998), Skype (Craig.Elias) or by using the contact form on this site if you have ANY questions.

Have an EVENTFUL week!

Craig

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Update: The link to the recording and the handout for this webinar “Timing: The Silver Bullet in Sales” will be emailed to you when you download the ‘Won Sales Analysis” template and instructions.

Join 1,000+ entrepreneurs, business leaders, and sales & marketing professionals at 10:00AM (Pacific) on September 17^th for a no-charge webinar being hosted by JigSaw. During this 30 minute webinar I will prove that there is a Silver Bullet in sales.

Webinar Details -There is a Silver Bullet in Sales

For years you’ve been told that there is no such thing as a silver bullet in sales.

But there is. It’s called timing – getting in front of the right person at EXACTLY the right time.

When you have the right timing the sale almost happens by itself – No challenges getting to the decision maker, understanding their dissatisfaction, presenting a solution, or closing the sale.

In this 30 minute webinar Craig Elias will show you how events that trigger the buying process – Trigger Events – convert someone who never would have bought from you yesterday, into someone highly likely to become your customer today.

When you leverage Trigger Events to get in front of highly motivated, buyers before your competition you dramatically:

• Increase your close ratios
• Shorten your sales cycles
• Sell at higher prices

This no-charge webinar will show you the secrets of getting to decision makers at EXACTLY the right time by:

1. Identifying what the right timing is
2. Learning how to get the right timing
3. Understanding what to do when you do have the right timing

You’ll also learn:

• The three types of Trigger Events that create highly motivated buyers
• The specific Trigger Events that create highly motivated buyers for what you sell

Register even if you can’t make the live webinar so you receive the recording of the webinar and a chance to win $1,500 worth of my time.

P.S. On September 2^nd the winners of the four tickets for the Art of Sales happening in Calgary on September 25^th – Terry Tudor (1 ticket), Tammy Dowd (1 ticket), and Kae Shoommugum (2 tickets) – were notified by email as were the rest of the over 120 who entered their name in the draw.

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Jed (a hypothetical salesperson) keeps getting what sound like positive buying signals with his prospecting calls. Somehow, though, he’s not getting very far.

“People tell me to call back in two months, four months, six months, when they will be looking at this problem” he says, perplexed. “When I call back, I get people telling me how glad they are that I called … but my close ratio is low, and my sales cycles are way too long. What’s going on?”

In response, I would give Jed the following advice.

“Jed, when you cold call someone in an attempt to sell them something, you’re interrupting that person’s day. The dominant instinct is always going to be for that person to find any reason to get off the phone and get back to what they were doing before you interrupted them.

“Your goal has to be to maintain your poise and get past that first fifteen to thirty seconds of the initial call … which is always going to be a little bumpy.

“BUT — the reason you’re riding out those first fifteen to thirty seconds is not so you can try to turn the person into a short term prospect on the spot!

“Actually, you’re trying to discover if this person has experienced a Trigger Event. If there has been such an event you want to find out what it was and when it happened. The Trigger Event could have taken place quite a while ago, it could have happened only recently, or it could still be on the horizon.

“These Trigger Events typically fall into one of three categories:

1. Bad Experience: The buyer has a bad experience with a product/service, with people, or with a provider. For instance, there may have been a product/service change that creates dissatisfaction.
2. Change / Transition: The buyer has a change or transition in people, places, or priorities. For instance, there may have been a change in the buyer at an account.
3. Awareness: The buyer becomes aware of the need to change for legal, risk-avoidance, or economic reasons. For instance: The person may have a new understanding that buying from someone like you is less risky than continuing to buy the existing solution.

“During the first minute of your call, use the opportunity to understand which of the following three buying modes the buyer is in:

“Status Quo: The buyer is completely happy with what he or she currently has. There has not been a Trigger Event in the recent past, but there may be one on the horizon. You may think this person is a waste of time and may want to move on to the next person on your list. Actually, if this person has money, authority, and influence, this is a great long-term opportunity. A strategy for this type of call is to start the relationship building process. I would also suggest that you check back in on a monthly basis to see if a Trigger Event has recently happened.

“Searching For Alternatives: This person is unhappy with what he or she has, has spoken to several suppliers, and probably already has a favorite. A Trigger Event took place a while ago, and they’ve already taken action on it. You may think that this is a short-term opportunity … because the buyer is actively talking to a number of potential suppliers. This is in fact probably a medium term opportunity … because it is highly likely this buyer already has a first choice! Selling to buyers under these conditions typically results in a lower close ratio and a longer sales cycle – exactly the problem that you are experiencing. A strategy for this type of call is to position yourself as the buyer’s number-two choice — so you get called first if the buyer’s current favorite falters. You should check back every other week to see where you stand.

“Window of Dissatisfaction: A Trigger Event has recently taken place and this buyer knows that what they are currently using is no longer sufficient, but has not done anything about it yet. Because they tell you to call back in two months, four months, or six months you make a note to do that and move on to the next person on your list. Wrong answer! This is actually a short term opportunity, because the buyer is not talking to your competition — yet. When you call back a few months later, even if you call a few weeks early thinking it will give you and edge, it’s very likely they will already be talking to your competition. The strategy for this type of call is to identify the business opportunity and pursue it immediately — with as much happening on this initial call as possible and future contact taking place in the very near future. You must find a way to push a little bit and learn more about the Trigger Event, then try to set a near-term course of action.

“As it stands, Jed, you are focusing on those people who are already talking to your competition … and missing the biggest opportunities: those buyers in the Window of Dissatisfaction, who recently experienced a Trigger Event and have not started talking to your competition. That’s why your numbers are as bad as they are; that’s also why your sales cycles are so long.

“Jed, you need to do a better job of ‘staying on your feet’ for the first thirty seconds or so of the call — long enough to ask a couple of questions that will help you learn whether the person has:

• Not experienced a Trigger Event in a long time
• Experienced a Trigger Event a while ago and already doing something about it
• Recently experienced a Trigger Event and has done nothing about it –– yet

“Once you learn if, and when, a buyer has experienced a Trigger Event you can apply the appropriate strategy. When you do that, and focus FIRST on those people in the Window of Dissatisfaction, who recently experienced a Trigger Event and have done nothing about it yet, you will have a much higher close ratio … and you’ll have much shorter sales cycles!”

Other Trigger Event Resources to Consider

I scour the Internet searching for ideas, resources, articles, and success stories about leveraging Trigger Events to outsell the competition. This time I want to share with a resource over at Customer Think titled Seeing Through the ‘Window of Discontent’.

I encourage you to get together with others and brainstorm on ways to capitalize on Trigger Events to outsell your competition. Contact me when you have ideas, resources, or success stories about leveraging Trigger Events that you want to share with the over 2,700 entrepreneurs, business leaders, and sales and marketing professionals who subscribe to this blog.

This week’s winner of a no-charge webinar for 20 people is Steve Duncan. Since I don’t contact the winners, if you know Steve Duncan let him know he has won a custom webinar on Trigger Events for 20 people and that you would like to be one of the twenty participants. He has until 5:00PM Mountain time on Friday July 11th to collect his prize.

If you want to chance to win in the future you need to subscribe to the Trigger Event blog via email.

Have an eventful week!

Craig

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A continuation on the theme of selective perception, how Trigger Events change what we see, and how you can create a Trigger Event that will help you close more sales…

No matter what you sell or who you are selling to, buyers are always in one of three buying modes. Most salespeople are quite familiar with two of them:

• Status Quo – “We believe what we have is sufficient, and we see no reason to change, so we’ll keep buying from our current supplier.”
• Searching for Alternatives – “We know what we have is no longer sufficient and have started talking to several other suppliers.”

In between these two, however, lies the buying mode with the greatest opportunity, namely the …

• Window of Dissatisfaction: “We know what we have is no longer sufficient, and we’ve put doing something about it on our ‘to do’ list, but we haven’t found the time to start searching for alternatives.”

In other words … When you find a decision maker after they realize what they have is no longer sufficient but before they have started the process of searching for alternatives, you have found them in the Window of Dissatisfaction!

When you start ‘seeing’ the Window of Dissatisfaction, you’ve got the beginnings of a competitive edge – an unfair advantage that will help you close more sales, shorten your sales cycles, and increase your average deal size.

One way to create a Trigger Event that will help you ‘see’ the Window of Dissatisfaction, is a simple form of customer analysis. Take a few moments to reflect on the new customers you acquired in the last year. Jot down their names. Now break your list down a little further by putting a check mark next to those names where you:

• Enjoyed a short sales cycle,
• Found it very easy to make the sale,
• Sold at a higher-than-average price, and
• Ended up with a core, loyal customer who really saw eye-to-eye with you – and was willing and eager to sing your praises to other people?

In all likelihood, you got to those with three or more check marks next to their names when they were in a Window of Dissatisfaction, your product or service resonated with the buyer’s selective perception, and they ‘saw’ value in what you sell.

The Trigger Event of doing this customer analysis will put the Window of Dissatisfaction on your mental ‘radar screen’! Once you ‘see’ a Window of Dissatisfaction, and relate it to your own best customers, you will start noticing them everywhere.

So take a look at your new best customers … and soon you will close more sales by seeing the Window of Dissatisfaction everywhere.

Other Trigger Event Resources to Consider

I scour the Internet searching for ideas, resources, articles, and success stories about leveraging Trigger Events to outsell the competition. This time I want to share with you two resources:

1. Over at CopyBlogger.com James Chartrand from Men With Pens expands on my previous post on Trigger Events and selective perception
2. Joseph Provenzano expands on James’ article even more over at CanIHaveThatWith!

Funny how when you write a post on selective perception and how Trigger Events change what you ‘see’, you start seeing similar posts show up everywhere!

I encourage you to get together with others and brainstorm on ways to capitalize on Trigger Events to outsell your competition. Contact me when you have ideas, resources, or success stories about leveraging Trigger Events that you want to share with the over 2,300 entrepreneurs, business leaders, and sales and marketing professionals who subscribe to this blog.

Have an eventful week!

Craig

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In 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 to buyers when they are in the ‘Window of Dissatisfaction’ and the three types of Trigger Event’s that put buyers into the Window of Dissatisfaction.

In this post I will describe how to identify specific Trigger Events for the products/services that you sell. This can be done by doing a specific form of sales analysis.

Use Google to search for the term sales analysis – by using quotes around the words “sales analysis” when you search – and you’ll find around 3,000,000 pages on sales analysis. If you believe that when you lose the business you don’t want to lose the lesson and you use Google to search for the term “lost sales analysis” you will find around 1,750 pages on lost sales analysis.

I am looking to replicate my successes, therefore I want to better understand what it is that makes me win business. To do this I conduct a Won Sales Analysis. Here is what I find amazing, if you use Google to search for the term “won sales analysis” you’ll find, on last check, only around 50 pages that talk about how to capture more customers by analyzing the business that you have already won.

The Trigger Event method of Won Sales Analysis identifies the Trigger Events that resulted in getting new customers, when these Trigger Events happened, what made the customer choose you over your competition, and how you can close more sales in the future.

If you want to use the Trigger Event method of Won Sales Analysis you’ll find the Adobe Acrobat (.pdf) version of this tool at http://www.wonsalesanalysis.com.

Contact me if you want an explanation any of the aspects of the tool so you can use it to enhance your selling efforts.

Other Trigger Event Resources to Consider

I scour the Internet searching for ideas, resources, articles, and success stories about leveraging Trigger Events to outsell the competition. This time I want to share with you a blog post by Don Dodge called “Is your product a vitamin or painkiller?“. In this post Don shares his thoughts on what catalyst or event causes your prospects to actively seek your product or solution”

I encourage you to get together with others and brainstorm on ways to capitalize on Trigger Events to outsell your competition. Contact me when you have ideas, resources, or success stories about leveraging Trigger Events that you want to share with the over 1,500 entrepreneurs, business leaders, and sales and marketing professionals who subscribe to this blog.

Have an eventful week!

Craig

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After spending several weeks trying to make a certain forum system work with Windows Live Writer or ecto I finally gave up and had my technical expert Mark Edwards replace the forum system.

Thanks to Mark I can now use an offline blogging tool to generate blog posts while I am offline, publish them once I get back online, AND have a forum system at the same time.

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.

• Window of Dissatisfaction: A Window of Dissatisfaction occurs after a buyer experiences an initial Trigger Event and realizes that their current solution no longer meets their needs but before they start the process of searching for alternative solutions.
• Searching for Alternatives: Searching for Alternatives is when a buyer experiences a series of Trigger Events and now realizes that their current solution no longer meets their needs and is actively searching for alternative solutions

The table below describes the differences in the types of customers you get depending on which buying mode they are in when you get to them.

David is partly correct when he says getting to customers who have experienced a Trigger-Event results in more demanding customers.

The secret to leveraging Trigger Events is to get to buyers right after their first Trigger Event – The one that shifts them from Status Quo into the Window of Dissatisfaction. If you miss the Window of Dissatisfaction buyers very often experience a second Trigger Event or a series of additional Trigger Events and now they enter the buying mode of Searching for Alternatives and they are much more likely to become the kind of demanding customers David refers to.

Trigger Resources To Consider

“How To Strategically Use The News To Identify & Create New Business Opportunities”

Please contact me when you have any ideas, resources, or success stories about leveraging ‘Trigger Events‘ – aka selling triggers – that you want to share.

Have an eventful week!

Craig

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Each week I endeavour to combine my own expertise about trigger events with other ideas, resource, and success stories I learn of. Since this is the first week for almost 800 new readers I will cover the basics about Buying Modes, Trigger Events, the impact of Trigger Events and a share a resource I became aware of this past week over at Sales2.com.

Research shows that the average sales person is five times more likely to make a sale when they have the right timing.

Buying Modes
To master timing you need to understand that, no matter what you sell or to whom, buyers are always in one of three Buying Modes:

1. Status Quo: Status Quo is when a buyer perceives the product or service they are currently using meets, or exceeds, their needs.
2. Window of Dissatisfaction: A Window of Dissatisfaction occurs after a buyer realizes that their current solution no longer meets their needs but before they start the process of searching for alternative solutions.
3. Searching for Alternatives: Searching for Alternatives is when a buyer realizes their current solution no longer meets their needs and is actively searching for alternative solutions.

Timing – getting in front of the right buyers at exactly the right time – is getting in front of buyers in the Window of Dissatisfaction before your competition. By being first with these motivated buyers you will sell more, sell sooner, and sell at a higher price.

Trigger Events
Buyers typically move from the buying mode of Status Quo into the Window of Dissatisfaction because of a trigger event, or a series of trigger events – aka selling triggers. Knowing when trigger events happen is one way to make timing happen.

Trigger events that shift buyers from Status Quo into the Window of Dissatisfaction fall into one of three different categories:

1. Bad Experience: A buyer has a bad experience with their current supplier, e.g. the company, its products/services, or its people.
2. Transition: A change or transition within a buyer’s environment, e.g. a change in legislation, management’s priorities, or the buyer who purchases your products or services.
3. Awareness: Buyers, through word of mouth, become aware there is a better way.

Trigger Events and Prices
It is important to understand the impact that trigger events have on prices. As a rule, buyers pay for perceived value and a buyer’s perception of value shifts as trigger events move them from one buying mode to another.

When a buyer is in the Status Quo mode, their perception of value is the difference between their current solution and your proposed solution. Because their perception of their current solution is so high, their perception of the difference in value between their current solution and your proposed solution is not enough to motivate them to buy from you. By trying to sell to buyers in Status Quo you are likely to spend a lot of time selling with little or no chance of actually making a sale.

When a trigger event happens that causes a buyer to believe that their current solution no longer meets their needs, they move into the Window of Dissatisfaction, and their perception of the value of their current solution is reduced. Now their perception of the difference between the value of their current solution and your proposed solution increases to the point where you are much more likely to make a sale. By selling to buyers who are in the Window of Dissatisfaction, not only are you more likely to make a sale, you are also likely to have a shorter sales cycle, and when you win the business it’s likely to be at a much higher price.

If they are not intercepted by a savvy sales person, another trigger event or a series of trigger events will cause a buyer to become so dissatisfied with their current solution that they pass through the Window of Dissatisfaction and start Searching for Alternatives. Now a buyer’s perception of the value of your proposed solution is reduced to the difference between your proposed solution and the solution proposed by your nearest competitor. By trying to sell to buyers who are Searching for Alternatives you are less likely to make the sale and IF you win the business, you are likely to have a much longer sales cycle and a much lower price.

Other resources to consider

• http://www.sales2.com/salesblog/2007/08/b2b_leaders_pulling_trigger.html

Please contact me when you have any ideas, resources, or success stories on how to leverage trigger events – aka selling triggers – you want to share.

Have an EVENTFUL week!

Craig

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