The
most successful salespeople are often those who can take advantage of the right
timing. They are ready to act with the most up-to-date information. In this era
of instant news feeds, even a day’s delay can put you out of the competition. Be sure your strategic account planning includes the opportunity to receive “sales trigger” events. That way you’ll be ready to aim and fire with your most
effective, relevant, current sales pitch when the time is right.
Here
are the kinds of information you should watch for:
- Mergers and acquisitions
- Funding of new ventures
- Changes in management
- Financial news, both positive and negative (bankruptcy filings)
- Press releases on new products or product recalls
- Initiatives in such fields as supply chain, data center, ERP, CRM or cloud computing
- Site expansion
- Job postings
- Joint ventures
- Insider trades
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