Today’s B2B buyers are time-strapped and overwhelmed with information, making sales harder than ever. Being able to communicate with the correct context and timing is essential as a sales representative. Trigger events may help you prospect for clients by putting you in front of the right buyers with the appropriate context for beginning a discussion.
What is a Trigger Event?
A trigger event is an occurrence that promotes buyer awareness of the possibility for change or the need for what a vendor provides. Trigger events may happen in a variety of contexts, including at the executive, departmental, and even personal level within a company. Market volatility, environmental or economic adversity, and reputation concerns are all possible trigger events.
Triggers provide an excellent view into how a company is changing, allowing your sales team to see future possibilities. [Read more…]