A "trigger event" in the sales world is any event that causes an immediate sales opportunity. Certain research has shown that sales prospects with certain critical trigger events are up to 5x's more likely to buy than prospects not showing trigger events. So, it obviously makes good sense to "strike while the iron is hot."
While trigger events are going to vary from company to company, here are some of the most common and important trigger events:
1. Key hires or changes to executive team
2. New funding or recent merger/acquisition
3. New product introduction
4. Recent office move or new office opening
Selling based on trigger events is not new. Up until recently, though, it was not easy to know the "when" and "where": when your sales trigger event was happening and where (at what prospective customer) it was transpiring. Technology companies like OneSource and SalesFuel, and even Google Alerts, however, have emerged that enable B2B companies to gather these types of trigger events in an automated fashion. Books like Shift have also contributed to recent attention to harnessing the importance and power of sales trigger events.
So, how does this all relate to Dataclip, and more importantly, your B2B software company or consulting services company? Dataclip is like the Google Alerts for the implementation of new softwares/technologies on millions of websites. We are unique in being able to detect the emergence of a new technology on a website. We can also detect when/if a technology used to be there but has disappeared or been replaced by a competitor.
Let's use a couple of quick examples to better illustrate this.
Say that you are an ecommerce company and you have determined that a key trigger event in your sales cycle is when a company installs a high-end web analytics platform on its site such as Omniture. In other words, you have determined that the existence of Software Product A is a good buying precursor to your Software Product B. In this case, you would want to be notified as soon as possible after a site installs Omniture. Ideally, you would like this new lead to flow directly into your CRM and be flagged/scored for immediate attention.
Say that you are a services/consulting company that specializes in Salesforce.com implementations for organizations with 500 to 2,500 employees. In this case, you would want to be notified any time an organization begins using Saleforce. Like before, you would like this new lead to flow automatically into your CRM and be mashed up with key decision maker contact info.
Using Dataclip, you will be able to receive these types of real-time sales intelligence alerts. Please sign up to be notified of our Q4, 2010 launch.
Monday, October 11th, 2010 at 2:00pm