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RainToday.com's Podcast: Marketing & Selling Professional Services

Changes to a prospect's internal or external business environment could be just the thing to get you in their door and gain their business. Jill Konrath, author of Selling to Big Companies, explains the importance of tracking such triggering events, how to use them to engage prospects in conversation, and techniques for contacting prospects.

Questions Jill addresses:

• How much time should you spend researching companies and trigger events?
• How can you use trigger events to move a sale along?
• How often should you contact people after a trigger event?
• What language should you use when you talk to someone after a trigger event?

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