Top rainmakers are not promiscuous prospectors. You'll never find them randomly dialing for dollars hoping to stumble across an unhappy decision makers. They know that effective prospecting requires a focus on two very critical things:
- Fit: Identifying organizations that have needs, issues, and challenges that can be addressed by their firm's services.
- Urgency: Finding prospects have an immediate need for their service and will take action quickly once they've been contacted.
That's why they leverage triggering events – changes in the prospect's internal and external business environment – to set up meetings with targeted decision makers. This is a strategy that most sellers don't even know exists, yet top rainmakers use all the time.
Join this webinar with internationally-recognized sales strategist Jill Konrath and you'll add a powerful technique to your cold calling arsenal.
Specifically, you'll discover:
- Why triggering events are so effective with today's overworked and stressed out decision makers
- How to evaluate the business potential of the different types of triggering events.
- What it takes to discover your own triggering events.
- How to watch for triggering events so that you can strike quickly when the opportunity is hot.
- Sales 2.0 technologies that will immediately alert you when triggering events occur.
- How to most effectively contact a prospect after you identify a triggering event that's occurred in their business.
- What type of follow-up to use to keep the opportunity alive.
Sign up today or become a RainToday.com member and master the art of leveraging trigger events. You'll get your foot in the door, enjoy minimal competition, and have the sales cycle move faster. And before you know it...you'll have landed a hot new client.
About the Presenter
Jill Konrath is a recognized sales strategist in the highly competitive B2B marketplace. She's the author of the instant sales classic, Selling to Big Companies, a consistent Amazon Top 25 sales book.
Jill publishes an industry-leading newsletter and hosts a widely read blog. She's frequently quoted in top business media including Entrepreneur, New York Times, Business Journal, Selling Power, Sales & Marketing Management as well as countless online publications.
Most recently, Jill launched the Sales Shebang—a conference and online community for savvy saleswomen.
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Presenter: Jill Konrath
This webinar was broadcast on October 9, 2008.
Duration: 90 minutes, including a 30-minute question and answer session
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